Sme Channels November 10 Issue

PLUS

Canon Unveils Affordable Colour Printer for SMBs /18 www.smechannels.com

india’s first IT magazine for sme business VOLUME 01

|

ISSUE 09

|

SME BIZ

NOVEMBER 2010

|

RS. 25/-

TREND SETTER

/24

Xerox: Innovation and Strong Heritage Helps to succeed.

/45

SanDisk: SanDisk endevours to educate about Flash Storage

GUEST TALK

/50

Jamcracker: How Green is your IT

SMEs TO CATALYZE

SECURITY SURVEILLANCE &

MARKET GROWTH

Very recently, this sector gets a great support from the US President Barack Obama, who expressed his views on SMEs that ‘Indo-US economic relations would stem from the SME sectors’ and this was in the priority list of his discussion. /28

1

cover.indd 1

11/19/2010 10:33:34 PM

Advts.indd 15

11/19/2010 7:59:26 PM

Advts.indd 11

11/19/2010 7:56:02 PM

PLUS

Microsoft Realigns Partner Programme /10 www.smechannels.com

india’s first IT magazine for sme business VOLUME 01

|

ISSUE 09

|

SME BIZ

NOVEMBER 2010

|

RS. 25/-

SME CHAT

/20

EMC: SMEs to Adopt Unified Storage

/42

LG: “LG to be One Stop Solution Partner for SMEs”

PARTNER CORNER

/46

WoodApple: “Our Strength lies in the Experience and Expertise

MY EXPERIENCE EDITORIAL

SMES GOT THEIR DUE SHARE SANJAY MOHAPATRA editor@smechannels.com

November 2010 will surely be remained as an important month in the history of India. This is the month when president of the most advanced and powerful country, Barack Obama visited India to seek Indian cooperation in creating 50,000 jobs back in his country which will happen because of a US$20 billion deal that he will catalyse between incorporates of both the countries.

The underline fact was that he recognised India as a powerful country in terms of economy. Another very important highlight of his visit was that he recognized the power of SMEs in nation building and a force behind major economic upheaval not only in India but also the whole of world.

I am very happy that with the visit of president of Obama, SMEs received their much awaited recognition and respect. It is very likely that the Indian SMEs and US SMEs will get market access of each other for selling their solutions.

This has changed the standing of India in global altar. The technology vendors which were looking at India with scepticism and deferring their decision to invest have revisited their strategy.

He had emphasized on a long term vision for India, which we have been talking about. Not only we are talking about vision, but about solution, which is a subset of the vision. If you have vision for India, you will definitely bring in solution than the products. It is not from the perspective of SMEs but also from the perspective of large enterprises that solution is more need. That is the reason why cloud computing is often talked about these days or managed services is also discussed on various forums.

The President of US also recognised the nature of the market that is jumping generations of technologies to match the developed markets. That is why he said “To me You are Already A Risen Country”.

India is definitely a risen country but what it lacks is to present itself more confidently than earlier. The day it does so there will be influx of multiple times of investment to the country for every sector and IT as a market will be the greatest beneficiary. If Indian enterprises are going to spend US$67 billion on IT, SMEs share is going to be much higher now because they at least could see that the whole world have started trusting and recognising them. Therefore they have to bring them to the global standard and be highly competitive. Without the implementation of IT they are handicapped. But implementing IT technology with due shape and size needs more investment, now since they recognize their potential; they will be more than happy to spare more money than ever.

Samsung SCX 3201 SAID TO BE the smallest laser MFD, Samsung SCX 3201 is equipped with Samsung’s unique Print Screen button, which provides a quick and easy way to print content. The ‘Eco-Print” button on the OP panel provides economic and easy print-outs in 2 -up and 600 dpi resolution while saving paper, toner and time.

Further, the SCX - 3201 has a Soft Power button located in the Front Panel which not only makes it easy to use but also avoids unnecessary power consumption. The AnyWeb print software allows consumers to drag and drop content from different sources and consolidate into one page and maximize the overall user experience of the SCX-3201.

SPECIFICATIONS It has a 32 MB memory, Toner Saver Mode and a monthly duty cycle of upto 5000 pages.

FINAL WORDING The LED indicator and the clear & concise OP add to the overall appeal of the printer. The new SCX printer can be installed anywhere at home or office and consumes less space.

OVERALL RATING

4

Edit.indd 4

SME CHANNELS NOVEMBER 2010

11/19/2010 10:34:26 PM

Advts.indd 9

11/19/2010 7:54:32 PM

contents

NOV VOLUME 01 ISSUE 09

2010

ER COV RY STO

india’s first IT magazine for sme business

Publisher: Sanjib Mohapatra Editor: Sanjay Mohapatra Executive Editor: Smruti Chaudhury Copy Editor: Neil D’Souza Design and Development: Ravi Kumar Visualizer: Manas Ranjan Lead Visualizer: DPR Choudhary MARKETING Senior Manager: M Raj Executive- Marketing: Rajat Kumar Circulation and Printing: Panchanan Bhoi SALES CONTACTS Delhi 6/101, Kaushalya Park, Hauz Khas New Delhi-110016 Phone: 91-11-46151993 / 9313891660 E-mail: raj@smechannels.com Bangalore Subrat S 136/9, Ground Floor, Eden Crest Apartment Grape Garden, Ejipura Vivek Nagar PS Bengalore-560047 Phone: 9886107294 Mumbai Hemal Shah B/14, Neel Ashish 92, J.P.road, Andheri (West) Mumbai - 400058 Phone: 9819597604 Chennai Thaga Pandian No-27, Rajan Street, Kodambakam Chennai - 24 Phone: 044-43066990 Kolkata S Subhendu BC-286, Laxmi Apartment, Kestopur

SMEs to Catalyze Security & Surveillance Market Growth

Kolkata-700101

Very recently, this sector gets a great support from the US President Barack Obama, who expressed his views on SMEs that ‘Indo-US economic relations would stem from the SME sectors’ and this was in the priority list of his discussion.

info@smechannels.com

/28

Phone: 9674804389 EDITORIAL OFFICE Delhi: 6/102, Kaushalya Park, New Delhi110016, Phone: 91-11-41055458 Bangalore 136/ 9, Ground Floor, Eden Crest Apartment, Grape Garden, Ejipura Vivek Nagar PS Bengalore-560047

SME CHAT LG /42 “LG to be One Stop Solution Partner for SMEs”

SME BIZ

news@smechannels.com

EMC /20 SMEs to Adopt Unified Storage

Printed, Published and Owned by Sanjib Mohapatra Place of Publication: 6/101-102, Kaushalya

TREND SETTER SanDisk /45 SanDisk endevours to educate about Flash Storage

PARTNER CORNER WoodApple /46 “Our Strength lies in the Experience and Expertise

6

Contents.indd 6

Xerox /24

Park, Hauz Khas

Innovation and Strong Heritage Helps to succeed

New Delhi-110016

Phone: 91-11-46151993 / 41055458 Printed at Karan Printers, F-29/2, 1st floor,

more inside Editorial ~ ~~~~~~~~~~~~~~~~~~~~~ 04

Okhla Industrial Area, Phase-2, New Delhi 110020, India.

All rights reserved. No part of this publication can be reproduced without the prior

Snippets~ ~~~~~~~~~~~~~~~~~~~~~ 08

written permission from the publisher.

Products~ ~~~~~~~~~~~~~~~~~~~~~ 48

Subscription: Rs.250 (12 issues)

Guest Talk~~~~~~~~~~~~~~~~~~~~~ 50

All payments favouring: Accent Info Media Pvt. Ltd.

SME CHANNELS NOVEMBER 2010

11/19/2010 10:35:42 PM

Advts.indd 12

11/19/2010 7:56:32 PM

SNiPPETs product | channel | telecom | data com

for more log on to smechannels.com

Canon launches Image Square & Touches Rs.1000 core mark Canon forays into the retail space with the launch of its exclusive brand retail store called “Canon Image Square”. The first store in the

country, located in The Great India Place Mall, Noida, NCR region of New Delhi was inaugurated by Canon Brand Ambassador, Sachin

Tendulkar. The retail store covers an area of approximately 1450 sq. ft. and is based on the franchise model. It is a one stop destination

for people with imaging needs, enabling increased visibility and reach across the country with an objective to boost sales.

Canon, in India, plans to inaugurate five such stores by December 2010, followed by 95 retail stores in 2011, 100 in the year 2012 and another 100 stores in 2013 taking the count to 300 stores in the next 3 years. The first year would see the launch of three stores in Delhi-NCR followed by one store in Nasik and one store in Bangalore.

The company plans to establish about 100 stores across 6 metro cities and 200 stores in 150 Tier II and III cities, eventually. With this plan, Canon India would deepen foothold in 150 cities in the coming three years.

The company also touches a turnover of Rs.1000 crore and Kensaku Konishi, President & CEO, Canon India says by the end of this year, the company will become a Rs.1260 crore company. He also hailed the role of the partners and Canon aggressive strategy in terms of marketing.

And the company felicitated Master Blaster Sachin Tendulkar with an EOS 60D to signify the first product of the next `1000 cr lap in its chase for growth.

eScan achieves “VB100%” Award eScan achieves VB test lab the prestigious “VB100%” award for its latest eScan 11 Internet Security Suite. Promoted by Virus Bulletin Magazine, VB100% certifications are amongst the most widely recognized certifications within the industry. In the October 2010, tests, eScan 11 was tested with a minimum of 1000 replicated samples, representing each variant of the total size from the Wild List set that reached over 14000 samples—a record in recent years. eScan 11 became a proud winner of another VB100 award with Zero false positives and nothing missed in the Wild List.

Govind Rammurthy, CEO & Managing Director, eScan said, “This is our 23rd VB100 award since 2003. We won this award for the newly released eScan 11 which uses advanced technologies and is power packed to meet the challenges posed by not only the current generation of malware but also by the next generation ones. This award showcases that even after having strong detection rates, eScan uses very low resources and does not impact the system performance.”

8

sme channels november 2010

Advts.indd 6

11/19/2010 7:48:20 PM

SNIPPETS

WD OFFERS THE WORLD’S LARGEST CAPACITY SATA HARD DRIVES WD has shipped the world’s largest capacity SATA hard drive. As the latest addition to its WD Caviar Green family of SATA hard drives, the new hard drives deliver up to a massive 3 terabytes (TB) of storage capacity on a single drive. WD is leading the industry in capacity for SATA hard drives by utilizing 750 GB-per-platter areal density and Advanced Format (AF) technology.

WD Caviar Green drives are an eco-friendly storage solution with WD GreenPower Technology, which reduces power consumption by enabling lower operating temperatures for increased reliability and decreases acoustical noise for quiet operation.

The WD Caviar Green 2.5 TB and 3 TB hard drives are designed for use as secondary external storage and next-generation PC storage in 64 bit-based systems.

Drives with capacities in excess of 2.19 TB currently present barriers for PC hardware, firmware and software. To satisfy the new set of requirements of which users must be aware to successfully integrate larger capacity drives, WD is bundling its WD Caviar Green 2.5 and 3 TB hard drives with an Advanced Host Controller Interface (AHCI)-compliant Host Bus Adapter (HBA), which will enable the operating system to use a known driver with correct support for large capacity drives.

Sushil Bandi, Country Manager, Indian Subcontinent, Western Digital, says, “Customers will be able to take advantage of this breakthrough capacity point now for secondary external storage in legacy 32-bit systems that run on Microsoft Vista or Windows 7 platforms.”

Kobian launches Super Mini Speaker Kobian unveils iXA ITWIST and ILOG super mini speakers under the brand name of IXA. The new ITWIST & ILOG mini speakers are creatively designed with latest features to give unmatched quality to music lovers at the best price. iXA iTWIST & iLOG are the new innovation of IXA which will give customers more choice of having a stylish and quality product as per their needs. These 1.8 inch portable speakers are enhanced with decent features and compatible with iphone, ipod, CD player, MP3 Player, MP4 Player, mobile phones which give a pleasant music experience in anytime and anywhere.

Sushmita Das, Country Manager, Kobian, said, “Kobian is known for its innovative and stylish products. This time we aim to deliver a real audio experience with extra bass features to the sound freaks. We have attempted to take care of all dimensions for the customers, which give a new experience in sound system development. In this festive season, users avail the offer at best price available in the market.’’

Further, priced respectively as Rs. 599 & 799, the iXA ITWIST and ILOG come with 1 year warranty.

MY POINT

GIGABYTE Launches Value Partner Program With the twin objective of providing business growth opportunities and performance-based rewards to its channel partners, GIGABYTE Technology has launched a new and exciting version of its quarterly Value Partner Program.

Effective from November 1 - December 31, 2010, this scheme is open to all registered Value resellers who buy GIGABYTE motherboards from authorized GIGABYTE distributors in India. The partners have to register the purchased motherboards’ serial and check number at http:// event.gigabyte.com/india_reseller, to earn reward points. Announcing the new program, Rajan Sharma, GM– Sales & Marketing,GIGABYTE Technology India, said, “Being a channel-focused company, GIGABYTE has always been running attractive incentives and schemes for its channel partners. As 2010 comes to an end, we have included special focus on new platforms like H55/X58P55/890/880 so that partners can improve ROI on new & latest motherboards. We have also increased our PREMIUM PARTNER base to 150+ in Q4 so as to pass on maximum benefit to TIER II channel.”

Microsoft Realigns Partner Programme

“There is no issue with US clients as the installation base is so huge at present. But yes, the new projects will have some effect on Indian companies.”

SHIV NADAR

FOUNDER, HCL & CHAIRMAN, HCL TECHNOLOGIES

Microsoft rolled out its new Microsoft Partner Network (MPN) to align its seven year old Microsoft Partner Programme (MSPP). This has come as a new strategy closely on the heels of the changing market dynamics. Within the new partner network, the partners will be empanelled on the basis of their competencies and customer satisfaction gathered by Microsoft.

Though the new order of partner programme starts from October but the company expects the transition will take place in a year’s time. It is to remind that Microsoft India has more than 10000 channel partners.

The MPN provides partners with four relationship options, each designed to meet their varying business needs. Relationship options including very basic, subscription, silver and gold competency.

The new competencies in Microsoft partner network include those around the following: Core infrastructure, basic productivity, application platform, CRM & ERP, cross platform solutions, small & medium business and cloud.

10 SME CHANNELS NOVEMBER 2010

snippets.indd 10

11/19/2010 10:36:44 PM

Advts.indd 7

9/16/2010 9:33:49 PM

SNIPPETS

Belkin Bags Walked the Ramp at F BAR Belkin enthralled F-Bar, Hotel Ashoka, New Delhi with Rocky S’ fashion show at the presence of its global leadership. The theme of the show ‘Style Icon’ was to showcase Belkin’s entire range of laptop and Notebook bags. The models walked the ramp with Belkin range of laptop bags and showcased the color and style of the bags. In the end, Mark Reynoso, President and CEO had expressed his pleasure on the progress of India performance for Belkin.

Mark said that India is very special to them.

He is looking forward to strengthening India operations with more manpower and more partners, but at the same time he does not want to over distribute products so that their ideology and ethos do not get diluted in the market. Mohit Anand, MD of the company highlighted the importance of Bag as a category.

AMD RELEASES GRAPHICS CARDS FOR NEXT-GEN GAMERS AMD introduces the next generation of PC gaming, the AMD Radeon HD 6800 series, designed to be “perfect graphics cards” for gamers by delivering unprecedented game performance starting at $179 SEP.2 The new AMD Radeon HD 6800 series graphics cards provide more than 30 percent greater game performance than competing products, harnessing AMD’s second-generation Microsoft DirectX 11-capable architecture, best-in-class energy efficiency, and an unmatched feature set, including AMD Eyefinity multi-display technology. The AMD Radeon HD 6800 series is available immediately from etailers worldwide.

“AMD is the market share leader by a landslide in DirectX 11 graphics,” said Matt Skynner, corporate vice president and general manager, GPU Division, AMD. “Through our sweet spot strategy and our open, industry standards approach, we’ve worked to deliver the best possible experience for gamers. Today, our laser focus on gamers continues with the introduction of what we think is far and away the best graphics card series today, the AMD Radeon HD 6800 series.

AMD Eyefinity multi-display technology, AMD Accelerated Parallel Processing, and more, the AMD Radeon HD 6800 series will have all gamers wanting to get Radeon in their systems.”

Foxconn to invest over $260 million in China ZOTAC unveils Foxconn focuses on China by adding $260.718 million investment to set up two new subsidiaries and add investment in five existing subsidiaries in China.

The two subsidiaries will come up in Chongging and Huizhou, which are over and above the existing five subsidiaries including two at Zhengzhou, Chengdu, Huai-an, and Shenzhen. These subsidiaries are evenly spread across the east, west, north and south of China and responsible for manufacturing of Precision Moulds, PCBs Tablet PCs, Bandsets, PCs, Switches, Routers, etc.

Especially, the newly coming up subsidiaries in Chongging and Huizhou will be responsible for the manufacturing of Switches, Routers and PCs. It is to remember that Foxconn International Holdings is a multinational subsidiary of Hon Hai Precision Industry, a Taiwanese company that is the world’s largest maker of electronic components.

A large contract manufacturer, Foxconn also manufactures iPods and the iPhones. Founded in 1974, it is a 1.8 billion dollar company with 920,000+emplyees.

Smart Guard bags Coimbatore Project Smart Guard Systems has bagged City Surveillance contract from Coimbatore.

This project involves deploying more than two hundred cameras and out of them sixty cameras are Speed Dome cameras with feature of 360° rotating view and zoom. Smart Guard supplies two hundred numbers of one channel encoders and Video Management Software to Coimbatore City Surveillance Project, through its channel partner Netcom Online Solutions

India. The Encoder will be needed to convert analogue systems into the IP Surveillance and Smart Monitor Nova; a robust Video Management Software will be required for Centre Monitoring.

Moreover, Smart Monitor Nova will facilitate to monitor the live feed of various cameras to be located at different places of Coimbatore City.

The Cameras and encoders will be installed at various traffic signals and important points in the Coimbatore city

and transmitting this video on wireless infrastructure, at the same time a Video Management Software will be set up at control room. Thus the Smart Guard’s Surveillance Solution helps to make the city highly safe and secure.

Gurudas Parwani, CEO Smart Guard Systems, said “We are extremely pleased to win this contract, which would help us to boost our positioning in the Indian markets and especially the South Indian Market. ”

GeForce GTX 580 graphics Card ZOTAC unveils the ZOTAC GeForce GTX 580 graphics card – the world’s fastest graphics card powered by NVIDIA Fermi architecture. The ZOTAC GeForce GTX 580 delivers a perfect DirectX 11 gaming experience, dominates the competition with world-class performance and delivers unmatched gaming immersion.

Games powered by Microsoft DirectX 11 technology render flawlessly on the ZOTAC GeForce GTX 580 graphics card with unprecedented visual realism and details. Integrated hardware tessellation technology enables the ZOTAC GeForce GTX 580 series to inject a dose of reality into flat game textures and models for a virtual environment that mimics reality for a greater sense of immersion in hardware tessellation enabled games.

The ZOTAC GeForce GTX 580 graphics card receives a brand new graphics processor equipped with 512 unified shaders ready to take on the latest games and NVIDIA CUDA - enabled applications for a graphics experience that is ready for work and play. A large 1536MB frame buffer connected via an ultra-wide 384-bit memory interface ensures the ZOTAC GeForce GTX 580 graphics card can render high-quality textures for impeccable graphics realism.

12 SME CHANNELS NOVEMBER 2010

snippets.indd 12

11/19/2010 10:36:44 PM

Layer 8 “Human Layer” Technology

HTTPS/SSL content security

On-appliance reporting

Web 2.0-based GUI

Identity-based reports

Support for multiple link failover

Virus Outbreak Detection for Zero-hour protection

3G/WiMAX USB Modem support

3500+ IPS signatures

IPv6 Ready Gold logo

Multiple IPS policies

82+ Web categories for filtering

Wireless UTM solution

44 million+ URLS for filtering

4 million+ AV signatures

On-appliance web category database

Self-Service Virus Quarantine

HTTP/HTTPS site access controls

98% spam detection rate

Instant Messaging Archiving and controls

98.46% virus detection rate

Best of breed bandwidth management/QoS

1 in one million false positive rate

Traffic Discovery

User-based spam digest

Layer 7 Management

Authenticates user by user Id, Mac Id, Session Id besides IP Address

Multi-core Technology Extensible Security architecture

Give your Customer the Best Security Solution Ask for Cyberoam Today!

Cyberoam UTM Features Stateful Inspection Firewall VPN (SSL VPN & IPSec) Content & Application Filtering Anti-Virus & Anti-Spyware Anti-Spam Intrusion Prevention System

For Partnership Enquiry Contact: Delhi - Pankaj Jain - 9971706668, Rest of North - Rajendra Mohanty 9871151116, Mumbai, Gujarat & MP - Isaq Patel - 9833104035, Rest of Maharashtra - Rohan Bichpuriya - 9764548188, East India & SAARC Bishwajit Sutradhar - 9748780073, Karnataka - Prasanna Kumar 9880345671, AP - Anand Ragavendra - 9701483312, TN & Kerala - Rajesh Kannan - 9600072968 Elitecore Product

Advts.indd 18

© Copyright 2010 Elitecore Technologies Pvt. Ltd. All Rights Reserved.

Data Leakage Prevention IM Management & Control Layer 7 Visibility Bandwidth Management Multiple Link Management Intelligent Reports

R

sales@cyberoam.com | www.cyberoam.com

11/19/2010 8:01:30 PM

Snippets

QNAP Appoints Redington as VAD

Zoom to distribute TrustPort throughout APAC and India

QNAP Systems has appointed Redington to fulfil the demands in the network data storage market.

“We are pleased to strengthen our distribution network through Redington’s reseller channels to widely offer our full range iSCSI Turbo NAS series to the market. The Turbo NAS delivers higher performance than other general SOHO NAS brands in the market and allows intensive simultaneous data access in the business environment,” said Mr. Kerman Rana, Director – Business Development, QNAP Systems.

“Facing the intensive growth of digital data for business transactions nowadays, SMB and enterprises need powerful, reliable, and scalable storage solutions. We believe that QNAP can fulfill those needs with the high performance NAS products” says Sasikanth, Strategic Business Unit Head, Enterprise SBU (Value Added Distribution), Redington (India) Limited.

So, QNAP NAS Storage family consists of 1 bay to 2-bay, 4-bay, 5-bay, 6-bay, and 8-bay tower, 1U 4 bay, 2U 8 bay chassis (with redundant power supply) models will be now available for resellers from Redington.

Zoom Technologies will help TrustPort to broad base its presence in India and APAC. Vladislav Němec, Chief Executive Officer, TrustPort and M. H. Noble, Managing Director, Zoom Technologies announced the tie-up officially.

As part of the tie up, Hyderabad will be the hub of TrustPort operations in APAC. Zoom Technologies will apply its domain expertise in this market to expand the reach of TrustPort in the Sub-continent. Zoom will establish a strong channel partner network across the country to penetrate the market. TrustPort intends to make investments of Euro 2.0 Million in their effort to establish the product in the region.

Roman Veleba, International Sales Manager TrustPort Inc, “We have consistently, for now more than 1-year, delivered the best AV results in the World. With our unique Meta-Engine technology, TrustPort has been rated #1. by independent Antivirus testing laboratories. The Indian market is looking for such superior technology to meet the rising challenges and it is imperative on us to reach our products to customers.”

TrustPort & Zoom will also establish a 25+ seat State-of-the-Art Knowledge Center in Hyderabad for Middle East and APAC region for TrustPort products.

Zoom Group’s MD, M. H. Noble says “Reaching out to newer markets also means making provisions for technical support. We want our customers to feel that we care about their security.”

Executive movement

Dell Leads Q3 PC Shipment with 16.7% share Notebook PC sales cross 11 lakh units

15.0%

16.7 14.6

52.0%

11.1 7.3

Desktop PCs Q3 2009

14 sme channels november 2010

Q3 2010

Notebook PCs Growth

Source: IDC’s India Quarterly PC Tracker, 3Q 2010, November 2010 / India PC Sales (lakhs of units)

Overall India PC market sales touched 27.9 lakh units during the July-September 2010 quarter. In the overall PC (Notebooks and Desktops combined) market, Dell retained the market leadership with an increased market share of 16.7% while both HP (13.7%) and Acer (10.6%) retained the second and third spots respectively, albeit with reduced market shares.

After long stint of 5 years in ViewSonic India, Gautam Ghosh, Country Manager of the company quits.

Ashish Dhawan Joins Juniper India to Head its India Enterprise Biz Also Dhananjay Ganjoo Joins Juniper India to Lead The Service Provider Business of the company PankajJain to head the ESS business operations in India as Director. He will further manage the growing distribution, channel network, go-to-market plans to build relationships, drive sales

Advts.indd 8

11/19/2010 7:49:39 PM

SNIPPETS

DIGEST

CYBERSTAR TO DISTRIBUTE CYBEROAM PRODUCTS

QUICK HEAL FELICITATED Quick Heal Technologies wins “Business Today’s Best Innovation SME Award” for the year 2010.

The award was received by Kailash Katkar, CEO

Cyberstar shake hands with Cyberoam to distribute its Endpoint Data Protection solution, exclusively across India.

Speaking about this tie-up, Raj Rathi, Managing Director of Cyberstar Infocom said, “Data loss or theft has emerged as a major security concern for organizations of all sizes, which needs to be addressed to prevent exposure of intellectual property, customer confidential data and sensitive financial information. Cyberoam’s Endpoint Data Raj Rathi, Managing Director Protection is an ideal solution for organizations to protect of Cyberstar Infocom their data and information assets residing in endpoint devices. We are confident of this product and its acceptance by the enterprises, and will leverage our unique positioning in the security market to create a unique selling advantage.”

& Sanjay Katkar, CTO, of Quick Heal Technologies. Responding to the award, Kailash Katkar, said “This is a proud moment for the entire Quick Heal Team. We have once again proven that team work always succeeds. This award goes to hard work and dedication of each and every member of Quick Heal Team.”

PRESTO ORGANIZED INNOVATIONS 2010 In a jam-pack CIO event at Hotel Taj Palace, New Delhi, organized by Presto Infosolutions, a leading VAD, speakers from Polycom, Alvarion, Rittal and Lampertz highlighted on the future

Ramco Bags order from Gulf Petrochem

technology that the industry will need in coming

Ramco Systems wins a large order from Sharjah based Gulf Petrochem company.

As per the agreement, Ramco will offer its end-to-end ERP including Financials, Supply Chain Management, Process Manufacturing, Oil Accounting, Logistics, HR/Payroll and Business Intelligence.

Ramco’s enterprise solution will address all operations of Gulf Petrochem including oil refining, trading, leasing and storage, grease manufacturing and oil terminal operations and accessed by users across UAE, South Asia, Asia Pacific, East Africa and other parts of the world.

R Shankar, Executive Vice President, India, Middle East and Africa, Ramco Systems said, “The domain knowledge and competency demonstrated by the Ramco team, backed by our assured implementation methodology and presence in the region came to the forefront in the selection process.

The solutions will be accessible to Gulf Petrochem’s multiple business units located in UAE, South Asia, Asia Pacific, East Africa and other parts of the world.”

from the partenring organizations as above in

times. The event had also showcased innovation separate booths.

STRONTIUM CARVED A NICHE Strontium Technology has been named as 19th among the Singapore’s prestigious Enterprise 50 list. Anshuman Gupta, CEO, Strontium Technology, said, “We are highly honoured to receive this prestigious award and reaching to 19th position among 50 companies. This is a testament to the whole team’s enthusiasm and dedication and hope to reach to top 10 position very soon.”

ZyXEL Demonstrated Capability at BBWF 2010

ASTARO TO EDUCATE CHILDREN As part of its CSR activities, Astaro launches an

ZyXEL offered OSGi Multi-Service DSL Gateway Solution and End-to-End FTTx Solutions at ZyXEL’s booth G1 at the Broadband World Forum Europe (BBWFE) 2010, Paris, France from Oct. 26-28.

By focusing on providing differentiated solutions that enable the theme of ‘multi-service transformation’, ZyXEL introduced the OSGi Multi-service DSL Gateway Solution to help

service providers and carriers with the capabilities to develop a variety of new services to satisfy the increasing demands from end users. It allows them to extend more future-proof, multi-service offerings for business exploration and growth.

Hence, service providers are able to stay ahead of the competition with leading differentiations by providing end-users with value-adde services. and personalized services.

education programme called “Astaro SpyderWeb SchoolGuard Programme” for the school children. With the SpyderWeb SchoolGuard Programme, Astaro aims to protect young children in India from cyber-threats, including instilling responsible Internet usage habits as well as allowing schools to block or control access to potentially malicious and explicit websites.

COOLER MASTER ELITE 430

DIGILINK launches “Kismat Ke Khiladi” Scheme

Cooler Master launches its new gaming chassis, the Elite 430. Targeted at casual gamers, this new chassis offers signature Cooler Master Quality and

DIGILINK has introduced a channel incentive scheme “Kismat Ke Khiladi” for its Dealers and Reseller community. The scheme covers entire range of DIGILINK and DIGISOL products, purchased from authorized channel partners. The offer is valid till 30th November 2010. Under the “Scratch Karo, Kismat Kholo” offer, on purchase of certain amount of DIGILINK and DIGISOL products, the person will be entitled to scratch cards, each scratch card contains different denomination of points which can then be accumulated and redeemed in the form of cash at the end of the scheme period.

Last quarter DIGILINK had introduced another scratch card scheme titled “Kismat Connection”, which got overwhelming response from channel partners across the country.

features. Gaming chassis are often perceived as expensive, but the new Cooler Master Elite 430 Black breaks that notion without compromising on quality or features. The Elite 430 Black sports a unique new design, all black interiors, and of course an acrylic side window for those who like to show off their gaming rigs. It can also available without the transparent side window.

16 SME CHANNELS NOVEMBER 2010

snippets.indd 16

11/19/2010 10:36:55 PM

Advts.indd 9

8/19/2010 8:08:27 AM

SNIPPETS

IBM Launches Midrange storage IBM has rolled out its Storwize V7000 midrange storage system in the India. As per Sandeep K Dutta, Vice President, IBM Systems Storage, Systems and Technology Group, IBM India/ SA, Storwize V7000 is the best midrange storage platform with ease of manageability because of its single advanced Graphical User Interface and Tivoli Integrated Service Management. It is a modular storage that grows as your needs grow and offers advanced storage efficiency.

It combines the existing VDS solution which comprised of the IBM SAN Volume Controller virtualisation appliance & DS disk with an enhanced version of the renowned XIV easy-to-use interface, the enterprise RAID code from the DS8000 storage systems and condensed into a smaller form factor disk enclosure which is clearly targeted at the mid-market sector.

It has automated data tiering (IBM EasyTier), iSCSI, 8Gbps FC, SSD, 10k SAS and high capacity 2TB SAS Nearline drives, Thin Provisioning and all the other usual features. Combining the SVC code with EasyTier, one can now tier data outside of the internal disk within the V7000 onto IBM and non-IBM storage systems.

Canon Unveils Affordable Colour Printer for SMBs

ABACUS FELICITATED THE WINNER OF BIOSTAR- ZION DECO DISPLAY COMPETITION Abacus has felicitated the winner of Biostar- Zion Deco Display competition held between 22nd June & 23rd September. More than 25 cities & over 1000 retail outlets had participated in this programme. For the competition, Abacus had classified the cities into two classes, “A” class market and “B” class market on the basis of market size to ensure a level playing field. When 1st prize Tata Nano Car, from “A” class market won by Shweta Peripherals Secunderabad, 1st prize Hero Honda Glamour from “B” class market won by Datamation Services Guwahati. Apart from this 2nd & 3rd prizes won by Abacus channel partners from different cities. All 6 winners were present during the ceremony.

A short in the arm for the SMBs, Canon India brings imageRunner Advance C2000 series network multifunctional laser printer with a better ROI. There are two models in this series that the company is unveiling at present including Image Runner Advance C2020 and 2020H at a starting price of Rs. 2.5 lakh, which is 30% lesser than what is available from the competition. Puneet Datta, Assistant Director Marketing, Canon BIS also says that two more models will be launched in Q1, 2011. Canon had also invited top 50 copier channel partners from the country and also organized a day training session for their own sales force. As per Puneet, it is the internal sales force to understand the capability of the machine first then only they can make the partners understand. The company has also launched Image Wear Accounting Manager software, which helps SMBs to monitor colour usage in their offices and kind of bring MIS of the performance of the machine at the end of the month.

Asus Fermi series Enriched with GTX580

Cyberoam Enters into Elite League

ASUS Fermi series from NVIDIA expands with a new GTX 580, featuring 512 CUDA cores and achieving the most impressive DirectX 11 performance ever fielded by a single NVIDIA GPU. ASUS has added its own exclusive Voltage Tweak to the GTX580 for significant output gains on demand. The hardcore performance of the ASUS GTX580 offers full HD NVIDIA 3D Vision Surround gaming and movie watching on up to three screens, and CUDA parallel computing that puts the great power of the GPU at the disposal of the CPU for overall system enhancement.

ASUS exclusive Voltage Tweak gives users a quick and accessible way to overvolt the graphics card to its limit at 1157MHz – up to 50% faster performance compared to reference.

Priced at Rs. 30250/-, GTX 580 comes with 3 years limited warranty.

Cyberoam enters into a strategic relationship with Siemens Enterprise Communications (SEN India). As per the tie-up the latter will carry entire portfolio of Cyberoam Security solutions in India.

Tushar Sighat, VP-Operations, at Cyberoam India, made the following announcement on the alliance, “The collective strength of Cyberoam and Siemens in our respective solutions space will bring immense benefits to our customers. Whether they have wireless, wired, SMB or enterprise IT networks, Cyberoam’s inclusion in Siemens’ portfolio will give customers a wider choice for an appropriate security solution according to their precise business needs and cost constraints. They will also benefit from Siemens’ on-time service delivery models and excellent after-sales support.”

Further, SEN India will offer the entire range of Cyberoam Solutions.

18 SME CHANNELS NOVEMBER 2010

snippets.indd 18

11/19/2010 10:36:55 PM

Advts.indd 4

11/19/2010 7:47:05 PM

SME BIZ

EMC

SMEs TO ADOPT

UNIFIED BIG WAY STORAGE IN A

“The Digital Universe in India” revealed that over the next decade (2010 to 2020), digital information in India will grow from 40,000 petabytes to 2.3 million petabytes, twice as fast as the worldwide rate.

BY SMRUTI CHOUDHURY info@smechannels.com

FACTS ABOUT Year of Operation in India

:

2000

India Headquarters

:

Delhi

Key People

:

Manoj Chugh – President, EMC India and SAARC and Director of Global Accounts for EMC Asia Pacific & Japan, Subroto Das- COO, EMC India & SAARC

Direct presence

:

7 locations

Key products

:

Storage products, Backup and Recovery, Archiving, Security software, Virtualization, Enterprise Content Management

Website

:

http://www.emc.com

S

ME segment like the large enterprises have also the high-tech needs – be it storage, server, networking, managed services, cloud services, virtualization, etc. As they grow, they invest on these technologies in various point of time and in various occasions.

Out of these technologies, storage probably is the critical part. Everybody knows that effective data management determines the business outcome. It enhances competitiveness and accelerates growth.

Subroto Das, COO, EMC India & SAARC, says, “SMEs have come to the forefront in the last few years in India due to several reasons – government thrust towards the segment, increasing business opportunities in a robust economy, domestic demand, opportunities through globalization, rise of tier-2 and 3 cities and towns and momentum in entrepreneurial ventures.”

As a business grows from a micro enterprise to a higher scale of an SME, it needs a more open mindset to invest in technology upgradation, to re-design its internal processes and priorities. As per an AMI Partners report, the overall spending on IT by Indian SMEs was US$9.9 billion; estimated to grow by over 8%

in 2010. In IDC’s 2010 IT spending and Storage Budgets study, it is said that much of the storage capital investments are aimed at making more efficient and reliable use of data, data storage and data management resources.

Out of the given figure, a considerable portion of this spend on technology is on storage technologies, considering the exploding amount of data. As an alternate view, the way storage is being consumed by SMEs is an indication of the growing IT investment the segment is making for greater productivity, scale-planning and competitive advantage.

Subroto says, “Easy deployment and affordable availability of technology solutions are key drivers for the SME fraternity to adopt better technology.

The challenges faced by SMEs are no different from the challenges faced by enterprises. Today, with simple-to-understand GUI based management, storage has become easy to deploy, manage, protect and is expandable to the future needs, so technologies like de-duplication, back-up and recovery, automated storage tiering and virtualization are well within the grasp of SME users.”

To meet the needs of the business, Subroto says that SMEs need to go for ‘unified storage’ solu-

20 SME CHANNELS NOVEMBER 2010

SME Biz_EMC.indd 20

11/19/2010 10:37:59 PM

Advts.indd 14

11/19/2010 7:58:56 PM

SME BIZ

EMC FINAL QUESTION

tions. It is not about flexibility, control and choice.

The company sees increased adoption of unified storage over the last 18 months and believes that SMEs will adopt unified storage in a big way.

Therefore, EMC’s Iomega division focuses significantly on the needs of the SME segment. EMC believes that the best software available to the company that can be customized for the SME segment which helps solve issues around storage solutions, security, etc. Iomega offers the broadest portfolio of external storage solutions in the market both for consumer market and SOHO/ SME/ ROBO (remote office branch office) market with a lucrative price range starting from Rs.3000 only.

Besides, Iomega offers exceptional hard drives and network storage drives to help SMEs manage their small business or remote offices – easily and affordably.

Iomega StorCenter network storage devices come in desktop and rack mount form factors to support PC, Mac and Linux environments with capacities ranging up to 4TB. These network storage solutions are based on EMC’s world class enterprise technology to offer you advanced storage (RAID), security and content sharing features. Iomega also offer award-winning REV removable backup disk drives, professional eSATA hard drives and portable hard drives which are designed for small businesses offering encryption and style.

It has four families of products includes StorCenter ix2-200 network Storage, StorCenter ix4-200d NAS Server, a solution for small office, remote office or home networks, StorCenter Pro ix4-200r, an ideal NAS rack-mount server for small to medium businesses and remote offices and finally StorCenter ix12-300r, ideal solution for for any workgroup, department and small- to medium-sized business.

All Iomega products are virtualization ready and start at as low as Rs.7500. However, Subroto of the view that Virtualization is good when a company is slightly at a higher end in terms of size (100 – 500 crore company, which will also be a SME). The investment does not make sense for the average SME. Iomega introduced virtualization much earlier than competition. Virtualization will take place and is being discussed in the medium businesses category.

In fact, when we talk about virtualization for the SMEs, our intention is to create an understanding about their transition to Cloud environment, which for sometime people have been talking. Virtualization is an early and important step on the journey to private cloud for any enterprise – even an SME. To this Subroto says, “We are also hearing more conversations amongst our customers this year

SUBROTO DAS, COO, EMC INDIA & SAARC

WHAT ARE THE CHALLENGES DO YOU FACE FROM THE SMES? SMEs in India operate in lean environments with limited resources and IT personnel.

Most small businesses today are grappling with explosive storage growth with their increasing interface in email, digitized documents, video and rich media, etc. Most SMEs function by way of storing their critical data on desktop and laptops and share data/information on CDs or USB drives making their critical information difficult to manage, protect and also the process proves to be more tedious and expensive. Keeping in mind these issues, we see significant scope for cloud computing as it offers businesses increased agility and responsiveness to changing priorities, better use of datacenter real estate, and consolidation and simplification of IT budgets.

to understand the entire cloud proposition and how it will work for them. So the initial steps are already in play.”

But as far as cloud offering for SMBs is concerned, it is already there. EMC Vblock Infrastructure Package is the product of the Virtual Computing Environment (VCE) coalition, formed by the collaboration of three IT industry leaders – Cisco, EMC and VMware. The coalition aims to simplify and accelerate virtualization and help customers transition to private cloud infrastructures. It delivers the complete private cloud value proposition, combining best-of-breed networking, compute, storage, security and management with end-to-end vendor accountability.

Vblock supports the broadest range of operating systems (24) and applications (over 300) that enables customers to rapidly migrate existing applications to Vblock as part of a re-hosting.

EMC has recently partnered with HCL Infosystems for its O’Zone cloud computing infrastructure to offer end to end cloud based computing solution service to help customers reduce fixed costs.

Secondly, Mozy, an EMC solution by virtue of its acquisition, for automatic and secure online backup specifically for desktops, laptops, and servers ensures the users’ data is safe, secure and available when they need it.

But Subroto agrees that with the views to their explosive nature of growth vis-à-vis limitation on resources and manpower, there is a scope of significant growth for cloud computing in SME space as it offers businesses increased agility and responsiveness to changing priorities, better use of datacenter real estate, and consolidation and simplification of IT budgets.

He also advises that the customers should migrate in a phased manner. They should start with consolidation of technology, then embrace virtualization and ultimately go for cloud services.

Finally…

With EMC VCE, it is a great opportunity for system integrators, channel partners and solution providers, especially those who are looking for continued IT infrastructure engagements.

22 SME CHANNELS NOVEMBER 2010

SME Biz_EMC.indd 22

11/19/2010 10:38:01 PM

Advts.indd 3

11/19/2010 7:46:32 PM

SME BIZ

XEROX

INNOVATION AND

STRONG

HERITAGE HELPS TO SUCCEED This is good to see the brands having their ideology changed with the business dynamics of India. It is no more about profit or loss or number game but it is about the vision of the companies to see through the country for next 20-30 years.

BY NEIL D’SOUZA info@smechannels.com

FACTS ABOUT Year of Operation in India head quarters

:

Key people

:

Andrew Horne, Managing Director Vipin Tuteja, Executive Director, Marketing and International Business

Direct presence in India

:

14 offices

Number of partners

:

500 Partners

Key products

:

Printer, Photocopier, Document Supplies, Workflow & Software

Website

:

http://www.xerox.com

1983 Gurgaon

I

ndia as a country has attracted most of the international traders from the time immemorial. Unlike the earlier days, today the influx of the brands to India is more than ever because of simple reason that it has a billion plus consumers. The trend is pretty open in the country. In his present visit, President of US, Barack Obama has already reckoned India as a risen power and developed country; it is no more a developing country. Today, the economy of the country is US$ 1 trillion, which is expected to touch 4.5 trillion in next ten years. The four times growth of the economy is surely going to impact the individual companies’ growth atleast in same pace or even more than that as agrarian sector will contribute less to the growth.

In the above scenario, existing established companies will surely take a higher growth path. In the process of their growth, they will also be solvent to the growth of many SME companies including their channel partners.

Among the IT companies in India, Xerox is one of the oldest ones in terms of its establishment in the country. The company had its presence since 80s with a partnership with ModiCorp. As the time passed, the company established its subsidiary in India as Xerox Corporation and has stood the test of time for close to three decades now.

During this period, the company expanded its presence in newer geographies and tier II cities, created new businesses, acquired new capabilities, developed technologies and solutions, ushered in revolutions in copying, printing and document management services that have created new milestones in the Indian imaging and printing industry.

Vipin Tuteja, Executive Director, Marketing and International Business, Xerox India, says, “With products and solutions that improve business efficiency, optimize resources and reduce total cost of ownership, Xerox India is a brand that is becoming more and more aligned and synonymous with the business and customers we serve today. We have evolved the imaging and printing industry; we are into document management services and imaging and printing solutions for SMBs and Enterprise; we’ve led the creation of new markets such as digital production printing and office color printing. We sell through a wide network of distribution channels and have expanded our reach into new markets in tier II and III cities across the length and breadth of the country. However, as we have expanded and are meeting up new challenges every day, we have focused ourselves on innovation and customerfirst attitude.”

24 SME CHANNELS NOVEMBER 2010

SME Biz_Xerox.indd 24

11/19/2010 10:39:01 PM

The Hard Drive Re-invented.

Capturing memories is easy.

Reliving them just got easier.

Introducing LifeStudioTM. So much more tha than an an ordinary hard driv drive. ve.

LifeStudio™ Desk Plus

LifeStudio™ Desk

LifeStudio™ Mobile Plus

LifeStudio™ Mobile with Cradle

As life unfolds, your digital files add up. Making enjoying them more complicated. Until now. Until LifeStudioTM. It’s more than an ordinary hard drive. Now you can protect your life’s memories and organize them automatically. So when you want to step back in time, to revisit, to rediscover, it’s easy. LifeStudioTM. It’s life relived.

See the LifeStudioTM family at www.lifestudio.com

Win awesome LifeStudio™ Daily Prizes today!

Play the Lifestudio™ Memory Maker puzzle game at the Lifestudio™ microsite, and stand a chance to win hi Lif St di ™ Mobile M bil Plus Pl external t l hard h dd drive i each hd day!! a Hit Hitachi LifeStudio

Visit www.lifestudio-aps.com/print to play Memory Maker now!

Smart 4GB USB Key with Auto-synch

Easy Sharing

Automatic Organization

Stunning 3D Navigation

Reliable Local & Online Backup

Other external HDDs available: SimpleTOUGHTM

Hitachi X mobile drive

© Hitachi Global Storage Technologies. Hitachi GST and Hitachi Inspire the Next are registered trademarks of Hitachi, Ltd. LifeStudio is a trademark of Hitachi GST. Other trademarks are the property of their respective companies.

"We bring the best brands in the world to YOUR doorstep"

36 Advts.indd 10

November 2010

Ahmedabad: 079-40046990 Bangalore: 080-41144075 Bhubaneshwar: 0674-2540457 Chandigarh: 0172-3017921 Chennai: 044-42229653 Coimbatore: 0422-4372270 Cochin: 0484-2323216 Delhi: 011-40581612 Gurgaon: 0124-4084447 Guwahati: 0361-2463545 Hyderabad: 09963922285 Jaipur: 0141-2363614 Kolkata: 033-32959997 Ludhiana: 09872615596 Mumbai: 09323199472 Thane: 0250-2480654 Nagpur: 0710-4223633 Noida: 0120-4325844 Pune: 020-24430064 Wagholi: 020-66032928 Ranchi: 0651-2331913

www.varindia.com 11/19/2010 7:55:20 PM

SME BIZ

XEROX

Xerox’s strength over the years has been as a technology innovator having ushered multiple technology revolutions in the Indian imaging and printing industry.

In its Go-To Market strategy for 2010, the company has focused on providing better value proposition to its customers by broadening the solution offering and focusing on all segments.

Its product developments are also aligned to the market dynamics- printing moving from single function to multi-function, ink to laser, A4 to A3 and b/w to colour and digital printing and document management services. Recently the company has created yet another industry milestone by offering four technology platforms under colour- Laser, LED, Solid Ink and Inkjet- under one roof, an industry first providing our customers a wide choice of technologies to choose from.

With support from channel partners and three concrete growth planks viz. a) Driving SMB and enterprise customers towards business efficiency solutions, b) Being a Technology provider for channel partners in the solution space for Mid market and Government, c) Aligning the channel training needs to drive solution selling approach within existing partners and new partners, Xerox India is success story in the market In terms of its long term commitment to the market, Vipin says, “Xerox India Innovation Hub exemplifies Xerox’s continued commitment to customers in India and in the emerging markets.

The Xerox India Innovation Hub in Chennai is the only such hub of its kind in an emerging market and is part of the Xerox Innovation Group. Open Innovation is at the core of conducting research not only at the Xerox India Innovation Hub, but also at Xerox research centers around the world.

Linking the talent in India with Xerox’s 500 scientists at our centers in the U.S., Canada and France will allow leveraging the power of truly global innovation networks. This engagement will produce cutting-edge research to create unique value for Xerox’s customers around the world especially in the emerging market.”

Alongside the Xerox India Innovation Hub, Xerox also has over 14 offices employing over 500 professionals and has a network of over 500 channel partners nationally spread across the length and breadth of the country.

These 500 Xerox partners are a mix of Xerox Premium Partners, Value Added Resellers, Sub Distributors. These are the channels that sell Xerox products to consumers at SOHO, SMB’s and also in Enterprise. However, depending on a case to case basis Xerox provides direct pre-sales/ post-sales support to channel partners to deliver maximum benefits to customers. Over the next few years, Xerox India will continue to expand

FINAL QUESTION

VIPIN TUTEJA EXECUTIVE DIRECTOR MARKETING AND INTERNATIONAL BUSINESS, XEROX INDIA WHY BRANDS ARE MORE SUCCESSFUL WHEN COME THROUGH LOCAL OEMs THAN COMING DIRECTLY? The answer to this would be in the market dynamics that India offers. India unlike other markets; vis-a-vis other developing markets or developed markets has a diversified way of looking businesses. You would notice that brands perform well pan India and also in tier II and III cities. And you will see that there are brands that sell in a region more than the cumulative sales of all other regions. Therefore the dynamics of the Indian market is very difficult to gauge; so often for most brands they do not get the expected returns on the initial investments for market penetration, running costs, etc. Further the lock-in period is higher as against other economies. Therefore most of the global brands have approached the Indian market through OEM and once with an established base and with the economy opening up, have expanded the marketing and business chain to maximise visibility all by themselves.

the partner base pan India particularly in places which are still not adequately covered. Xerox provides adequate support to channel partners in terms of training- online learning support, marketing support, collateral support, co-activities and events, regular meetings and updates from channel team and pre and post sales support, etc.

Vipin adds, “Channel partners are our extended team and they are the interface between our offerings and our customers. We have always shared a great rapport and relationship with our partners.” The company and the partners have grown together. In this process, the company has delivered solutions to the customers at all times. He adds, “Our biggest expectation from partner is to deliver the appropriate solution to the customer that aptly suits their requirements and they have lived up to our expectation. They have grown by meeting customers and solving their business critical problems and in this process redefined the boundaries of what they do for

their customers.”

Aligning the vision and growth of India, the companies have also created their strategy not only in terms of market but also creating intellectual properties, product development, etc. But there are also companies who have seen it as only for their short term gains. However, Xerox falls into the first category of companies. Xerox has paved its growth strategy in India through understanding the market dynamics and providing the appropriate solution on time. Xerox has always strengthened its focus on Innovation and built a strong heritage around it. Today Xerox stands for innovation and customers relate more to it with the formation of the India Innovation Hub.

Finally…

It is important that brands should build on their core competence and work towards understanding customer requirements and providing the appropriate business solution.

26 SME CHANNELS NOVEMBER 2010

SME Biz_Xerox.indd 26

11/19/2010 10:39:08 PM

Advts.indd 16

11/19/2010 8:00:29 PM

COVER STORY

SECURITY

SMEs TO

SECURITY SURVEILLANCE &

MARKET GROWTH

Many reports bring out many interesting facts about the SMEs phenomenal growth in India. Very recently, this sector gets a great support from the US President Barack Obama, who expressed his views on SMEs that ‘Indo-US economic relations would stem from the SME sectors’ and this was in the priority list of his discussion.

BY SANJAY MOHAPATRA sanjay@smechannels.com

S

MEs are emerging as the great contributor to the national economy. They account for 44% of total IT spend happening in the country. In this kind of spend security solutions get quite a handsome investment. Every enterprise knows that if there is any compromise with security, it will be catalyst to the draining out of their hard earn income and spoil their reputation.

When we say security, we mean a complete and comprehensive security for the SMEs. They need antivirus, IPS, IDS, UTM, etc. and also the third layer of security that is physical security inlcud-

ing network video surveillance, access control, Intrusion prevension and fire alarm. They require best of breed of all these products without any compromise in quality because they have to be globally competitive so also in india. Are the technology vendors ready for this market? Are they ready to deal with the typical need with a typical price point of the SMEs?

Antivirus To consider the first stage of security, it is antivirus, which is the first step of defence for the SMEs. They need very good antntivirus and should not buy pirated ones and always take updates. The fact

is that the landscape of antivirus is very competitive as new brands are entering the Indian Market considering India’s potential and potential of the SMEs. It has resulted in drastic decrease in the prices of such products in last four years. Today, at the cost of Rs.300-500, antivirus solutions are available for single users. But, are the antivirus vendors have a different opinion about the SMEs? Do they consider SMEs special?

Speaking from the antivirus perspective, Amit Nath, Country Manager India and SAARC Trend Micro, says, “The need of the SME is different from that of the enterprise customers. Unlike bigger enterprises, SMEs do not have in-house

28 SME CHANNELS NOVEMBER 2010

Cover_Story.indd 28

11/19/2010 10:39:53 PM

SECURITY

COVER STORY

A REPORT BY FROST & SULLIVAN SHOWS A CAGR OF 25 TO 30 PER CENT FOR SECURITY AND VIDEO SURVEILLANCE EQUIPMENT IN INDIA, WITH BOTH SECTORS PEGGED AT RS. 1,800 CRORE AND RS. 866 CRORE RESPECTIVELY.

SME CHANNELS 29 NOVEMBER 2010

Cover_Story.indd 29

11/19/2010 10:39:55 PM

COVER STORY

SECURITY

“THEY WANT THE SOLUTION THAT CAN BE EASILY DEPLOYED AND MANAGED PROVIDING THE HIGHEST LEVEL OF SECURITY WITHIN THEIR SET BUDGETS.” PANKAJ JAIN, DIRECTOR, ORGANISATION: ESS SOFTWARE

IT expertise or they do not want to manage or overload their own servers. Still they would want to simplify complex issues, while staying ahead of threats. Another important need for the sector is a solution that reduces maintenance and hardware cost.

Pankaj Jain, Director, ESS Software Distribution & Consulting, says, “The enterprise customer wants complete security solution which offers the solution right from the gateways, servers to the workstations. They want the solution that can be easily deployed and managed providing the highest level of security within their set budgets.”

ESET product portfolio offers the complete solutions that are easy to manage as well as deploy for the enterprise segment. On top of everything Enterprise users wants localized and professional support, for which ESET has ESET University for Partner Training and Certification. Hence each ESET Business Partner is well trained and certified to support any large and complex network.”

Similarly, Abhijit Jorvekar, VP- Sales & Marketing, Quick Heal, says, “SME’ rarely have internal IT expertise & does not know their full requirements. As per our experience they are more concern about growing complexity of networks and rogue access points. SME’s are keen to deploy centralized security with complete control over the network at a single point.”

Vineet Sood, Head, Channels and Alliances, Symantec India, says, “The threat landscape for Indian organizations, SMEs or large enterprises, has changed drastically over the years and is no longer dependant on the size of the company.

Today a large number of SMEs are also a potential target to extract company information, which then can be used for financial benefit, as their security set-up is not very strong and firewalled.”

Kaspersky thrives on the success of SMEs. Jagannath Patnaik, Director Channel Sales Kaspersky Lab India, who has a close watch on SMEs, says, “SMEs have a variety of needs as per their sizes. The bottom part of SMEs’ needs are

completely different from that of a mid- tier and to-end SMEs. For example, any company with less than hundred seats needs purely end point security or simple antivirus. But companies with more than with150-200 seats need management console and security at the gateway level along with the end point solutions.

Kaspersky offers various products to various levels of SMEs. For example for the organization with 20-40 users, the company offers Kasperky Small Office Suite. Similarly, for top-tier of the SME pyramid the company offers Kaspersky Open Space Security Suite. Besides, the company also launching enhancements to the enterprise product suite and addressing the SMEs and enterprises with full functionality very soon.

“NEED FOR THE SECTOR IS A SOLUTION THAT REDUCES MAINTENANCE AND HARDWARE COST” AMIT NATH, COUNTRY MANAGER, INDIA AND SAARC TREND MICRO

Kaspersky through its national distributor Sakri IT covers the whole geography. The challenge for the company is creating awareness among the partners.

The company is organizing 12 city channel meets where in they talk to the partners about their strength and their upcoming products, its availability, touch point in various cities, etc.

Besides, from mid of December the company will organize channel training programmes all across the country.

In fact Kasperksy antivirus products have proved its mettle in the market only thing they are doing is creating awareness among the partners who will ultimately take it to the customers. eScan is another Indian born brand for antivirus. The company understands very much the need of the SMEs thus they align their programmes with the need of the SMEs. Sunil Kripalani, Vice President Global Sales & Marketing,eScan, says, “SMEs primarily need an assisted implementation of security solutions & technology as well as a robust support system for uptime of their networks. As their major focus remains towards business growth, they look for partners or principals who have these systems in place for security deployment, support and upkeep of their network on a real-time basis.”

Of course the SMEs know this threat but problem for them is that they have limited budget and they need something very good. It means investment on security is surely there, but the challenge is to define right value. The technology vendors say their products offer great value but it is being said by all the vendors so what is the right fit for SMEs? Vendors answer is that they are not able to diffuse the myth about their offering as they are not able to reach to the SMEs because of the geographical constrains.

In terms of specialized SME products, Trend Micro offers Worry-Free Business Security Services, which is designed for the SMEs. Amit says, “This is an ideal solution for SMEs, who usually do not have in-house IT expertise, and do not want to manage and or overload their own servers. We understand the need of our SME customers and come up with products and solution that would address their need.”

Trend Micro Worry Free Business Security Services is a subscription-based, hosted service solution that allows small businesses to be always connected and always protected.

Similarly, ESET has wide range of IT Security solutions for SOHO, SMEs. Customers have the freedom to choose the solutions as per their requirement. As per Pankaj ESET has the highest detection rate, minimal system footprint which is been proved through the various tests conducted

30 SME CHANNELS NOVEMBER 2010

Cover_Story.indd 30

11/19/2010 10:39:57 PM

Advts.indd 7

11/19/2010 7:48:59 PM

COVER STORY

SECURITY

“AS A SOLUTION PROVIDER, WE AIM AT HELPING OUR CUSTOMERS MANAGE INFORMATION AND PROVIDE THE CUSTOMERS SOLUTION, WHICH SECURES THEIR INFORMATION OVER AND ABOVE INFRASTRUCTURE.” VINEET SOOD, HEAD, CHANNELS AND ALLIANCES, SYMANTEC INDIA by independent testing organizations such as AV comparatives & VB 100. ESET is the record holder for the total number of VB 100 awards by Virus bulletin which itself speaks about the quality of the product. The major USPs of ESET products are that these offer proactive malware detection, high scanning speed, flexible in deployment and management, etc.

Unistal Systems is the distributor of Bitdefender range of antivirus, which is again ideal for the SMEs, but Unistal has its own set of security products for the SMEs. Alok Gupta, Managing Director, Unistal Systems, says, “We have Protegent360- for laptops, ProtegentPC for Desktops and Protegent enterprise for SME’s and large corporate. Apart from Protegent we also provide Bitdefender range of Anti-virus, internet security and business solution software. While Bitdefender range of products works for Anti-virus and internet security, Protegent Range of products also takes care of data security, data theft control along with Antivirus solution.”

Similarly, eScan has SKUs both in AV and ISS versions for Windows and Linux based Desktop and server solutions for SMBs starting from 5 users and above.

Sunil says, “Today the SMEs recognize the need of complete security solutions not only for protection from Malware but also for data and important contents. The other major concern areas remain are price vs. technology and support, we have been successfully addressing the same for quite some time now. Our commitment towards providing seamless support also has helped to build the confidence among our channel partners.”

Quick Heal addresses the SME with Admin Console which manages & controls virus protection across the network of any size & any combination of Window’s operating system. Other products for corporate networks include Anti Virus 2010 Server Edition, Microsoft Exchange Protection, Mail Server Protection, and Anti

Virus for Linux & Novell Netware Protection.

In order to tackle the issue of reaching out to the market and creating a differentiation, all the vendors take the rout of channel. They not only engage the partners for distribution but also train them to be consultants to the customers- specially the SMEs. In its process of empowering the partners, Trend Micro has been organizing training programs for partners on a regular basis. These trainings including both technical -and sales-support.

As per Abhijit, Quick Heal activities are more focused on creating awareness amongst the SME’s which includes joint promotional activities, training programs, exhibition participation etc. Since there is high potential in the tier 2 & tier 3 cities, we are creating more awareness in these places.

Similarly, ESS plans to create strong channel base in India which can cater to the requirement of the SMEs as well as Enterprise segment. Pankaj adds, “We will make sure that our channel base offers a strong pre-sales as well as post implementation support to our clients & customers. To make our channel base technically strong we have ESET University – the online portal for channel partners is cosmic initiative by ESET to train and give confidence to partners. To ensure that we have a better brand awareness, we’ll be running marketing and branding campaigns.”

Unistal has continuous training program to update its partners about its products and services. The company’s pre-sales team for all the zones runs these training programs on regular basis.

Symantec leverages its Partner Eco System in its go to market strategy. This forms an integral part of its overall market strategy. Its partner network reaches across the country and their constant endeavor is to train and equip them to address the customers’ needs.

Symantec has recently announced its enhanced Partner Program that would help partners differentiate their business, maximize sales opportunities and accelerate profitability.

Symantec engages partner in various categories including Platinum, Gold, Silver and Registered etc. and these partners empowered by the company with various levels also.

Appliances

“THEY ARE MORE CONCERN ABOUT GROWING COMPLEXITY OF NETWORKS AND ROGUE ACCESS POINTS.” ABHIJIT JORVEKAR, VP- SALES & MARKETING, QUICK HEAL

The second step of the SMEs is the appliance based security. It is basically UTMs, firewall, IPS, URL filtering, IPS, Load Balancer, etc. Out of these products UTM is taking a front seat for the SMEs because of its all round advantages. These products have Firewall, URL filtering, antivirus, load balancer, IPS, etc. and these are remotely manageable also. These are simple to integrate and bring great value. UTMs are also bring capability to be connected to cloud.

Vishak Raman, Regional Director for Fortinet, India and SAARC says, “Technology is one winning advantage which SMBs can arm themselves to compete with the industry heavy weights. The new integrated security appliances protect from malicious threat with a single consolidated platform. Adding security technologies to traditional application it allows to provide Internet-ready solutions to a wider range of customers. A few developments have encouraged this trend. Recent advances in easy-to-deploy security appliances are reducing expensive installation costs for SMEs. The plug-and-play security appliances allow solutions providers to augment their core

32 SME CHANNELS NOVEMBER 2010

Cover_Story.indd 32

11/19/2010 10:40:00 PM

with Kaspersky New Products 2011

5 Pcs + 1 File Server 10 Pcs + 1 File Server

Available in 1 User & 3 User Box

LAUNCHING 2011

NATIONAL DISTRIBUTOR

Sales Enquiries: Call: 09371774449, 09325891048 Email: sales@sakri.in Web Address: www.sakri.in C-1/5, Rakshak Nagar, Phase II, Next to Shell Petrol, Kharadi, Pune-411014.Office:91-020-32609551, 91-020-32344726

Advts.indd 5

www.kaspersky.com/in

10/20/2010 8:33:17 AM

COVER STORY

SECURITY

“THE SMEs RECOGNIZE THE NEED OF COMPLETE SECURITY SOLUTIONS NOT ONLY FOR PROTECTION FROM MALWARE BUT ALSO FOR DATA AND IMPORTANT CONTENTS” SUNIL KRIPALANI, VICE PRESIDENT GLOBAL SALES & MARKETING, ESCAN

competencies with stronger security without adding excessive overhead.”

Fortinet’s solutions are custom built to provide performance, functionality and price competitiveness for an ambitious SMB, thus, this gives us the winning edge against the competition.

As per him SMEs should also factor in scalability when they plan their security services, as research has shown that SMEs which lever-

“KASPERKSY ANTIVIRUS PRODUCTS HAVE PROVED ITS METTLE IN THE MARKET ONLY THING WE ARE DOING IS CREATING AWARENESS AMONG THE PARTNERS.” JAGANNATH PATNAIK, DIRECTOR CHANNEL SALES - KASPERSKY LAB INDIA

age technology tend to survive and grow faster than those that do not. Security will remain the bedrock of importance, even for small-medium businesses, as data protection is paramount for fast growth companies in competitive industry segments. To choose the right managed security service provider, SMEs should choose a provider with a strong market reputation, knowledge and industry expertise. For more tech savvy SMEs, they may want to understand better the technology behind the solutions and if the proposed service suits their companies’ needs. In today’s heightened blended threats environment, SMEs are better suited to consider consolidated security solutions, which service providers understand.

They are more likely than not advocating to their customers as the preferred cost-performance attractive solution.

Tushar Sighat, VP–Operations, Cyberoam (India & Saarc) says, “Only UTM appliances deliver proven, best-in-class security-right out of the box. UTM appliances allow both SMEs and branch offices to deploy comprehensive security quickly and easily. These appliances offer robust performance, powerful central management and advanced wireless options.”

He adds, “Even though the cost of initial tech-

nology acquisition can seem a bit high, but it can be rationalized by the fact that UTM appliances offer long-term savings and business benefits for security solutions. As threats to information and network systems continue to increase, companies and organizations will anyway be forced to implement different layers of security. There are firewalls, anti-virus, spam and content filtering, vulnerability scanning, and anti-penetration hardware.”

It helps the companies to save resources by implementing a unified threat management system. Apart from Cyberoam’s user identity based UTM, the company offers Extensible Security Architecture (ESA), High performance through multi-core processors and Cyberoam’s Instant Messenger Management ensures identity-based controls for Yahoo Messenger and Windows Live Messenger.

Cyberoam has various certification programmes viz. Cyberoam Certified Network & Security Professional (CCNSP) and Cyberoam Certified Network & Security Expert (CCNSE) to empower the partners. These certifications are thoughtfully designed to increase efficiency in maximizing the benefits of Cyberoam appliances not only for customers and partners, but also for the certified professional’s career.

Ted Hulsy, Director, Channel Marketing at SonicWALL, says, “The cost of any security investment will always be weighed against the cost of a security breach, loss of data, or identity theft. With the growth of online commerce and online banking, cold hard cash is at risk in any business that lacks the adequate defenses in their network. Add to this the costs and inconvenience of data loss in a business, it clearly makes sense for businesses to invest in network security. The ROI is clear and the best means of doing so is a properly configured UTM firewall.”

SonicWALL is staying ahead of the competition by pushing into new frontiers of business and network security. Today, managing the explosion of applications inside the average network and

“PROTEGENT RANGE OF PRODUCTS ALSO TAKES CARE OF DATA SECURITY, DATA THEFT CONTROL ALONG WITH ANTIVIRUS SOLUTION” ALOK GUPTA, MANAGING DIRECTOR, UNISTAL SYSTEMS

34 SME CHANNELS NOVEMBER 2010

Cover_Story.indd 34

11/19/2010 10:40:05 PM

Advts.indd 2

11/19/2010 7:45:30 PM

COVER STORY

SECURITY

“FORTINET’S SOLUTIONS ARE CUSTOM BUILT TO PROVIDE PERFORMANCE, FUNCTIONALITY AND PRICE COMPETITIVENESS FOR AN AMBITIOUS SMB” VISHAK RAMAN, REGIONAL DIRECTOR FOR FORTINET, INDIA AND SAARC

the resulting bandwidth congestion is as big of a priority as keeping malware out of the organization. SonicWALL’s new application intelligence and control capabilities help IT managers or our partners filter, manage, control, and prioritize applications and bandwidth in the network.

SonicWall’s channel strategy is to provide its partners with a broad and relevant security solution that allows them to standardize on SonicWALL as their main security offering. We guarantee the profit opportunity for our partners by delivering security services that are renewable on an annual basis, thereby providing a recurring revenue stream to our partners.

As per Sunil Sapra, Country Head, Astaro India, Network security market is on an overdrive

in India. UTM has been a product of choice and the market has clocked very impressive growth rates. As per the last estimate UTM market in India is growing almost 30% YoY. Though Astaro is relatively a new entrant in India, going by the kind of response they are getting from the partners and resellers, in FY 2011 the company expects to overtake some of the existing UTM brands in terms of annual revenue. Sunil adds, “We are able to command a price premium over the other brands, purely on superiority and maturity of our features. This goes on to prove that though UTM market is on rapid growth in India, customers still value the quality of the product and are ready to spend more to get superior solutions.”

Astaro provides UTM solutions as appliance, software appliance or a VMware certified virtual appliance. The only UTM Company to provide these options of deployment to provide unprecedented flexibility and ease of management.

Astaro RED is one of the best in the market as it offers secure remote office connectivity completely configured and managed centrally.

Besides, Astaro Mail Archival Service enables you to free up valuable server resources and gain control of compliance requirements while improving

productivity of end-users at the same time. Astaro makes this available as a reliable hosted service without the need for additional hardware or software.

Another UTM vendor which is a champion for the SMEs is Check Point. Bhaskar Bakthavatsalu, Regional Director – India & SAARC, Check Point Software, says, “Security environments are growing in complexity because it is necessary to continually add more and more functions, like firewalls, intrusion prevention systems (IPS), IPsec VPN, and antivirus, just to name a few.

When these functions are supported by distinct appliances, they can be difficult to integrate, test, and manage. Trying to meet these different requirements with the typical ‘one-size-fits-all’ solution can lead to excessive investment in unnecessary functionality or risk exposure due to not meeting a special security need and inability to adjust to changing business needs. Challenges, such as increasing pressure to reduce total cost of ownership (TCO), combating evolving threats, and keeping things simple and manageable, can be compounded when a security infrastructure is inflexible.”

The Check Point Software Blade architecture provides a better alternative to deploying disparate, stand-alone security systems in order to keep up with evolving security threats. This architecture is based on independent security modules that all run on a single platform, simplifying integration and management. This revolutionary security architecture delivers a simple, flexible, and manageable total security solution.

Check Point UTM-1 appliances are all-inclusive, turn-key solutions that include everything one needs to secure the network. Each appliance includes integrated centralized management and complete security updates – as well as hardware and customer support. UTM-1 comes with a preconfigured set of software blades. It can be quickly

“UTM APPLIANCES ALLOW BOTH SMEs AND BRANCH OFFICES TO DEPLOY COMPREHENSIVE SECURITY QUICKLY AND EASILY.”

“SONICWALL’S NEW APPLICATION INTELLIGENCE AND CONTROL CAPABILITIES HELP IT MANAGERS OR OUR PARTNERS FILTER, MANAGE, CONTROL, AND PRIORITIZE APPLICATIONS AND BANDWIDTH IN THE NETWORK.”

TUSHAR SIGHAT, VP–OPERATIONS, CYBEROAM (INDIA & SAARC)

TED HULSY, DIRECTOR, CHANNEL MARKETING AT SONICWALL

36 SME CHANNELS NOVEMBER 2010

Cover_Story.indd 36

11/19/2010 10:40:09 PM

Advts.indd 4

10/20/2010 8:32:55 AM

COVER STORY

SECURITY

“THE CHECK POINT SOFTWARE BLADE ARCHITECTURE PROVIDES A BETTER ALTERNATIVE TO DEPLOYING DISPARATE, STAND-ALONE SECURITY SYSTEMS.” BHASKAR BAKTHAVATSALU, REGIONAL DIRECTOR – INDIA & SAARC, CHECK POINT SOFTWARE

and easily extended to meet new and evolving security requirements with additional Check Point Software Blades. Check Point UTM-1 appliances come with integrated gateway management, offering the ability to centrally manage multiple Check Point gateways from a single console and has functionality like Network Policy Management, Endpoint Policy Management, logging and reporting.

Physical Security

The third piece of technology for the SMEs is the physical security. They require Surveillance at its best. Though it is a common phenomenon in the market with ubiquity of CCTV cameras but the

“BY FY 2011, WE SHOULD BE ABLE TO OVERTAKE SOME OF THE EXISTING UTM BRANDS IN TERMS OF ANNUAL REVENUE.” SUNIL SAPRA, COUNTRY HEAD, ASTARO INDIA

need of the hour is the Networked Surveillance.

As per IFSEC (International Fire and Security Exhibition and Conference), the Indian security market is on the growth curve and is expected to reach USD 3.5 billion, a growth of 30% year on year. Similarly, A report by Frost & Sullivan shows a CAGR of 25 to 30 per cent for security and video surveillance equipment in India, with both sectors pegged at Rs. 1,800 crore and Rs. 866 crore respectively.

Shrikant Shitole, Vice President, Transformational Business, Cisco- India and SAARC, says, “From the network surveillane perspective, SME is very high potential market. It will keep on growing and technology is changing in this space along with surveillance process.”

SMEs are adding capability including priority surveillance, adding video analytics and getting alerts remotely though the hand held devices.

Gurudas Parwani, President, Smart Guard Systems, says, “SMEs need cost effective solutions, which will provide high quality results, and are easy to integrate with existing network. In addition, the SMEs have to consider future scalability of the surveillance solution. Also the SME’s who have already invested in the Analog technologies, they will look for easy migration to IP technology without losing on their investments made earlier.”

In fact, SMEs already have analogue surveillance infrastructure with them but they are not able to access their information from outside remotely. It is already there but they are not able to access of the entire office or their premise from outside. So it is time to migrate to IP based surveillance or patch between analogue and IP so that the functionality and manageability is improved.

As per Gurudas the Indian surveillance market is at nascent stage and is estimated at Rs. 1000 cores. The IP surveillance market is currently at 10% of the total market but growing at a CAGR of 50%.

Smart Guard has a wide range of IP products and solutions for SMEs, such as IP Camera; Encoder; DVRs; Video Management Software, etc. Smart Guard’s IP/Network cameras support H.264 technology, which would be also useful for SMEs to utilize lower bandwidth to store more information/data.

Furthermore, the company also has Smart Surveillance Solutions, which is a combination of IP Cube Camera and Smart Surveillance Solutions.

Gurudas adds, “We are the first Indian company in the world to design and manufacture the Megapixel cameras and HD cameras with H.264 technology. Innovation, technology, partner centric approach are our USP’s and philosophy on which we are building our organization.”

Cisco as a leading network infrastructure technology provider has IP cameras, networking gears for the best of utility for the SMEs. It has capability to integrate analogue with IP infrastructure including iPhones and smart phones.

So the crux of the matter is that vendors have technology and enterprises have infrastructure in place. Only thing they need somebody comes and helps them to migrate without disturbing the existing set up.

Here vendors are engaging channel partners to make it happen for them and creating awareness.

Their GTM (Go-To-Market) Strategy is through distributors and channel partners and

“SMEs SHOULD SEE PRODUCT QUALITY, RELIABILITY AND VENDORS STABILITY BEFORE BUYING ANY SOLUTION.” PRAKASH PRABHU, COUNTRY MANAGER, AXIS COMMUNICATIONS

38 SME CHANNELS NOVEMBER 2010

Cover_Story.indd 38

11/19/2010 10:40:17 PM

Advts.indd 11

10/20/2010 8:37:31 AM

COVER STORY

SECURITY

“WE ARE THE FIRST INDIAN COMPANY IN THE WORLD TO DESIGN AND MANUFACTURE THE MEGAPIXEL CAMERAS AND HD CAMERAS WITH H.264 TECHNOLOGY” GURUDAS PARWANI, PRESIDENT, SMART GUARD SYSTEMS

“MARKET AWARENESS IS ONE OF THE KEY AREAS, WHERE CISCO IS WORKING ON RIGOROUSLY” SHRIKANT SHITOLE, VICE PRESIDENT, TRANSFORMATIONAL BUSINESS, CISCO- INDIA AND SAARC IRIS Computers is the only IT distributor, which is carrying Smart Guard Systems products. The company invests in Support, Training, RMA and SCM processes. In a short span of time, we have already 150 Channel Partners across India and 15 channel partners in other part of the world.

As per Shrikant market awareness is one of the key areas, where Cisco is working on rigorously.

Cisco might not have the entire solutions but its ecosystem partners bring the entire solution to the table of the SMEs. Cisco is empowering its partners to capitalize on the next wave of surveillanec.

Prakash Prabhu, Country Manager, Axis Communications, says, “Initially small enterprises may not feel it worthwhile to invest on networked surveillance but today if you see there is a large IT infrastructure available in their premises, which will help them to move to the next level easily. It is in next few years you will see the network surveillance will move to the small enterprises in a rapid pace. Of course it is a matter of education that will help to change the scenario quickly.”

He adds, In fact, from the SME perspective to have two different infrastructures is a costly affair.

They will have to migrate to a single infrastructure for better manageability. Axis is offering a migration path to the customers who have analogue infrastructure. They should look at product quality, reliability and vendors stability before buying any solution. There are many vendors in the country but unlike them Axis has delivered consistently for a long time.”

The company has a product family with 74 differnt ranges, which are either for indoor or outdoor use. These products are distributed by two distributors including Ingram and Anixster.

These companies support 750 partners in India in 35 locations.

“TILL 2004-2005, ACCESS CONTROL MARKET WAS DOMINATED BY LARGE ENTERPRISES BUT LATER ON THE BUSINESS MIX HAS CHANGED AND THE DEMAND FROM SMEs STARTED COMING IN.” RANJIT NAMBIAR, DIRECTOR, IDENTITY AND ACCESS MANAGEMENT, INDIA & SAARC, HID GLOBALS

As per Prakash, channel is the most important aspect to their go to market approach. They are responsible for distribution and integration. Further, the integrator partners bring best of breed solution from a multiple vendors to enable IP Surveillance.

Access control technology is another factor to the secure enterprises. Ranjit Nambiar, Director, Identity and Access Management, India & SAARC, HID Global, says, “The next growth of the physical security will come from the SMEs. There are four verticals of product lines in the physical security and surveillance including video surveillance, access control, intrusion prevention and fire control system. Out of this video surveillance is the major contributor then followed by access control and followed others two” Till 2004-2005, access control market was dominated by large enterprises but later on the business mix has changed and the demand from SMEs started coming in. The current scenario is that 35-40% of the business is coming from the SMEs. As per him, SMEs companies might be smaller but they have to follow the compliances.

Awareness is also here a major concern. HID has a strong channel base who are being trained regularly. Besides the company invests in various forums to spread awareness about the benefits of access control technology.

Finally…

SMEs are the forefront of every vendor when they look at the market. Only thing they need to do is to fine tune their strategy to match the SMEs need and at price points they ask for. Surely SMEs want all the forms of security that we have discussed already. Although antivirus solutions are predominant in this segment, but going forward as they grow they will surely implement appliance based security solutions and physical security including video surveillance, access control, intrusion prevention and fire alarm solutions.

40 SME CHANNELS NOVEMBER 2010

Cover_Story.indd 40

11/19/2010 10:40:21 PM

Advts.indd 8

8/19/2010 8:08:16 AM

SME CHAT

LG

R. MANIKANDAN BUSINESS GROUP HEAD, LG ELECTRONICS INDIA

“LG TO BE ONE STOP SOLUTION PARTNER FOR SMEs” For a long time, LG has been a pure play product company, offering a complete range of display solutions, mobile handset solutions, CE products, security products, etc.

In these products space the company has established itself as leader. But, with the changing market dynamics and people’s preferences, the company has also brought in changes in its strategy. To start with the company has changes its focus for the SMEs. SME Channels spoke to R. Manikandan, Business Group Head, LG Electronics India to know about it in detail. Excerpt.

What is your SME strategy?

Our strategy is to establish LG as a reliable, One Stop Solution provider for SME. We are venturing this initiative, starting with a Pilot project in Delhi.

You are a product company, SME requires solutions, and how do you package solutions for them?

Our SME offering mainly revolves around easy to deploy, low maintenance and affordable solutions.

These solutions are designed considering the key requirement of SME segment. Our solutions mainly comprise of n Desktop Virtualization Solution ( Network Monitors) 1. D Series – Single PC can be shared by 11 users 2. E Series – Single PC Server can be shared by 31 users (Key benefits – Low cost of acquisition, very low running and maintenance cost, Ease of use)

n Security and Surveillance Solutions – 1. IP Cameras 2. Analog Cameras 3. PTZ Cameras 4. Box/ Dome Cameras 5. Digital Video Recorders 6. Video Content Analysis for intelligent data processing 7. Remote Viewing/ surveillance thru internet (Key benefits – Industry best quality, Wide range of product to suit all budget) n Digital Signage Solutions 1. NC1000 Multimedia player with LG Digital Signage Software, allows centralized control of all content displayed over LAN/ WAN. Uncluttered GUI for direct use by end customer is key highlight. n Commercial Display Monitors – Sturdy, high quality displays 1. 32-65” LCD Display Monitors for 24x7, Control Room, digital Signage applications 2. LCD Video wall Display; plasma Video wall Display Solutions

n Hotel Infotainment Solutions – LG hotel TV and hotel infotainment broadcast solutions n Video Conference Solutions for SMB 1. All in One – Desktop Integrated Video Conference System 2. Room based Video Conference Solutions How are you reaching out to the SMEs? Our primary reach is through channel partners.

We have Regional Distributors, SMB dealers and Centre of Excellence, through which we reach out to SMEs. What is your marketing and channel strategy for such initiative?

From the marketing point, we have 3 Dimensional approach which involves print advertisements in SME focussed magazines & journals, direct mailers, EDM, tele-calling, events & expos, trade associations and direct contact.

We are about to launch our revamped LG web-

42 SME CHANNELS NOVEMBER 2010

Chat- R. Manikandan_LG .indd 42

11/19/2010 10:42:33 PM

Advts.indd 5

11/19/2010 7:47:44 PM

SME CHAT

LG

SME industry clusters. We have identified such geographical clusters and now working on establishing LG SME COE near to these clusters.

Are you going to change your image as a solution provider than the products’ provider?

A Solution is typically a product or a service or mostly a combination of both which is said to resolve customer’s recognised problems and provides measurable improvements.

Our strength in high quality products provides us a very strong platform to offer SME customer oriented solutions which helps them reduce cost or earn better margins.

Do you think, it is going to click for you, if yes, what is the time line that you want to see it happen?

We have received a very good response from our pilot project in Delhi. Given the success of SME initiative in Delhi, we have already rolled out our SME solutions in Punjab and Gujarat.

We intend to cover most part of the country in a short while from now.

What kind of initial feedback you are receiving from the partners?

The feedback from partners on our One Stop Solutions is very encouraging. Given the positive market feedback, we are now expanding our product and solutions portfolio.

“GIVEN THE SUCCESS OF SME INITIATIVE IN DELHI, WE HAVE ALREADY ROLLED OUT OUR SME SOLUTIONS IN PUNJAB AND GUJARAT.”

site which will provide complete information to SME customer on LG business Solutions and help them choose the best solutions based on their requirement.

Considering the complex nature of SME market, we have deployed differential channel strategy which encompasses IT/ AV/ Security System Integrators, IT/OA resellers, Hospitality, Infrastructure and Education solution providers.

The channel strategy aims for optimum geographical and vertical coverage while providing enough scope to partner for mutual growth.

How are you connecting with the SMEs to propagate your new and emerging image?

Apart from the 3D approach highlighted in answer to Q3, we are in the process of setting up customer experience centres all over the country.

LG Business Solution “Centre of Excellence” (COE) provides first hand, live demonstration/ experience to customer on LG Business Solution.

The first of such COE went live in Delhi in August this year.

We also intend to set-up SME COE based on

Very recently you have started a solution centre in Nehru Place, how many of them we can see in next two years?

In first phase, we would be covering 8 key metros.

Depending on the market need, we will expand it further to other cities or explore option of multiple COE within a given geography How are you making it different from your existing retail strategy?

Our retail strategy is centred on offering Reliable products with Stylish Design and Smart Technology which is in perfect harmony with Nature.

Our SME Strategy is focused on providing One Stop Solution to all business needs of SME customer by adding value to their business.

What do you think about SME strategy in terms of contributing to your over revenue pie?

We expect SME business to contribute 25-30% of our B2B revenue in medium to long run.

44 SME CHANNELS NOVEMBER 2010

Chat- R. Manikandan_LG .indd 44

11/19/2010 10:42:33 PM

TREND SETTER

SANDISK

SANDISK

ENDEAVOURS TO EDUCATE ABOUT FLASH STORAGE The number of promotional campaigns are running from the company at the moment will surely create ripples in the market.

BY NEIL D’SOUZA info@smechannels.com

F

ounded in 1988 by Dr. Eli Harari, SanDisk has grown to become the world’s largest supplier of flash memory cards. Serving consumers (with more than 240,000 retail storefronts worldwide) and original equipment manufacturers (OEMs), SanDisk designs, develops, manufactures and markets flash storage products for a wide variety of electronic systems and digital devices. SanDisk also licenses its technology to a number of other industry-leading companies.

SanDisk India chapter is also successful with Manisha Sood at the helm. As the Country Manager for India & SAARC, she has been driving the company pretty successfully. Her priority is to take the products to both consumers and channel successfully.

Manisha adds, “We are currently focussing on push and pull campaign for the consumers and channel partners. The push campaign for the channel partners has already started from the month of September across the country.”

For the channel partners, the programme has already strated from September 2009 and is continuing till date. For consumers the programme is “Buy 8GB and Above and Fly to South Africa”.

The company has enrolled 85 partners out of its 200+ partners who sell in top 14 cities of the country to be part of the campaign. They have been given targets. Basically, SanDisk pushes highercapacity. So if the partners sell high-speed cards they get more point. Each product has a point. This programme ends in November and the partners will get gold Voucher at the end of the programme.

The consumer campaign entitles return ticket to South Africa for a couple in the finals. Started from October, it continues for 5 weeks and every week

MANISHA SOOD, COUNTRY MANAGER, INDIA & SAARC, SANDISK

“PRIORITY IS TO TAKE THE PRODUCTS TO BOTH CONSUMERS AND CHANNEL SUCCESSFULLY.” consumers win 100 prizes. This campaign is on Facebook also. What the consumers need to do is they have to register their mobile and invoice number in SanDisc website or through Facebook and answer some questions and if they are lucky they can get the prizes. The campaign is also promoted through FM channels across 14 cities. The company has put billboards in IT markets in 9 major cities.

The company addresses various categories of channel partners as flash memory goes into vari-

ous product categories including mobile phone, cameras, portable storage for the computer users, etc. Therefore, SanDisk products are sold through IT channel partners and various formats of retail stores including LFRs, mobile phone retail channel, camera retail channel, CE channel, car accessories channel, etc. SanDisk caters to every channel market as it has quite a vast range of products.

She adds, “We have cards for various cameras including, high-end cameras, med-range cameras and low-end cameras to suit the camera speed.

We also have Micro SD for mobile phones and memory cards for the Sony cameras. We have entire range of USB storage and card readers.”

Another campaign targeting B&C-class cities, Memory Yatra is covering 7 cities. This concept started in February this year. As part of the campaign, the company had decorated a van with all SanDisk memory products. This consumer promotion was linked with festivals. For example in February during Holy, the company had gone to Jaipur and remained there for 7 days till Holy and had touched all potential customer walk-in places.

They had demonstrated the utility of flash memory, to the consumers and channel programme and had a PR buzz done around it. In April, during Baisakhi, Memory Yatra had gone to Chandigarh, During Onum, it had gone to Kochi. Similarly, during Ganesh Chaturdashi, it had gone to Hyderabad and Pune. Then it had gone to Ahmedabad during Navratri. During Diwali, the Memory Yatra had gone to Lucknow and Varanasi and most likely the campaign will hit North East during Christmas.

Manisha maintains, “People should buy a branded product with bill and warranty. For example if you buy a camera card of 2 GB and store 500 photographs, you never pay importance to the storage, which is very important. You forget that if anything goes wrong with the memory, the entire data will be lost. Our endeavour is to educate the customers on this.”

Finally…

All SanDisk products come with 5 years warranty and distributed by three NDs including Ingram Micro, HCL and Rashi. These distis further sell it to the city distributors who cater to various resellers in the cities. With channel strategy is well in place, SanDisk is all set take long strides.

Of cource in india they have a large facility in Bangalore which is of 60,000 Sq ft, and is capable of housing up to 300 R&D personnel. It is responsible for designing, verifying and delivering some of the critical blocks required for Flash memory (for products sold globally). R&D teams in India have so far filed ten patent applications and coauthored a paper that won the Best Paper Award at the prestigious ISSSC conference.

45 SME CHANNELS NOVEMBER 2010

Trend Setter_SanDisk.indd 45

11/19/2010 10:44:56 PM

PARTNER CORNER

DEBAJIT ROY CEO, WOODAPPLE UNIKSOLUTIONZ

“OUR STRENGTH LIES IN THE EXPERIENCE AND EXPERTISE OF THE DOMAIN “ We have been highlighting SMEs for their contribution to the economy of the country. Here is another company - WoodApple UnikSolutionz, which is a champion of SMEs. The company itself falls into the category of SMEs and talks about its capability proudly. SME channels spoke to Debajit Roy, CEO, WoodApple UnikSolutionz. Excerpts

Brief us about WoodApple and its genesis?

We are WoodApple UnikSolutionz, a quality driven unique technology and business consulting firm founded with the philosophy to bridge implementation gaps by delivering cost effective quality solutions to businesses in the SMB space through our innovative execution methodologies. After years of advising channel partners and observing various implementation partners and their way of delivering projects to the SMBs, mostly being incomplete and leaving the customer unsatisfied – we identified the gaps needed to be filled in followed by founding this company.

The basic thought behind the organization is to deliver successful workable projects with relevant consulting services at the right price – so our mantra is – Quality at the right price.

What is the core strength of the company?

Delivery model and the team behind the same is our core strength. We are one of the very few SMB software service providers with experienced professionals doing Project Management, Solution, Product development, etc. The business model has been created to make the team members indispensable and manage multiple projects with limited resources.

You exclusively deal in Sage solutions, is there any reason behind it?

Sage is the only business application company in India with the right mix of products for the SMBs – in fact it’s the only company offering an integrated suite of ERP & CRM. The Sage AccpacERP as a product with more than 30+ years of track record and 60K customers globally is one of the most stable products available for the growing SMBs. Of course in the last 7 years of operations in India, various vertical products got developed by the partners across the products. It’s imperative to mention that Sage has really nurtured the partners well to create a cohesive community with partners complementing each other with their strengths, which is very unique! It is the only company, which gives access to its senior management i.e. CEO and others for support 24x7. It is the 3rd largest business application company in the world. We have been associated with Sage from last 10 years in various capacities.

Why customers will choose WoodApple over other partners?

WoodApple is one of the few partners with certified Sage professionals in functional and technical domains – which give us the edge of creating a solution out of the Sage products – this ensures

that we aren’t only selling a product but solving a problem by offering a solution. Our strength lies in the experience and expertise in the domain and technology understanding. We always take the additional effort of reconfirming the requirements and confirm the solution before getting into a project, which helps us to make sure that we can deliver what we commit – it may take little time to demonstrate a Proof of Concept solution but we believe, is the appropriate method to earn the customer’s confidence in the very beginning.

We may not be the most economical service providers but we deliver value for money and we command our price and never demand it!

What competitive advantages Sage solutions offer to the customers?

Sage’s mix of products cover almost all the aspects of an SMB – starting with a small Payroll software in Sage Pocket, they can easily adopt the Sage Accpac ERP at a very early stage with only couple of users and single location at a very small investment point and scale up the same ERP while they grow leaps and bounds with 100s of users and multiple locations. In the process of growing the company may decide to automate the sales, marketing and service processes – they can go for Sage CRM which is available with default Sage

46 SME CHANNELS NOVEMBER 2010

Partner Corner- Debajit Roy WoodApple UnikSolutionz.indd 46

11/19/2010 10:47:23 PM

PARTNER FORNER

“SMB SEGMENT IS HUGE, IF ADDRESSED WITH FOCUS CAN HELP YOU GROW IN VERY SHORT PERIOD OF TIME.”

Accpac ERP integration. The combined power of Sage Pocket, Sage Accpac ERP and Sage CRM – completely integrated provides a company with all round business process automation. To add more power to the combination Sage has its Sage Accpac Intelligence which can sit on top of the ERP and CRM to provide 360 degree view of the companies’ data. Moreover the innovative pricing of the products makes it very attractive for the SMB customers.

Sage’s target is SME customers, which makes you stuck for one segment, what is your take on this?

This one segment is so big that all the top tier players are trying to take a bite out of it. SMB segment is HUGE if addressed with focus and can help you grow in very short period of time. We

have identified our focus areas for the first 2 years to be limited to discrete manufacturing that too specialising in the auto component manufacturing and the 2nd focus area being services industry specialising in online cos. and hospitality cos.

How many customers do you have?

We have 10 customers (started in Feb 2010).

What is your expertise in terms of verticals?

As mentioned earlier, our focus for the initial years have been frozen with the Manufacturing and Services organisation. We are the only NASSCOM accredited partners of Sage for implementing Sage Accpac ERP for auto components manufacturers. Nasscom and ACMA (auto components manufacturers association) initiated

a drive to create vertical ERPs for the auto component sector. As a partner in the initiative we got a project, wherein we were required to develop a manufacturing module on Sage Accpac ERP platform to meet their process requirements. In general the auto components manufacturing process is complex because it’s dynamic and no standard discrete manufacturing module will fit the bill. Every manufacturing order will have a new BoM and the most difficult part is to manage the inventory of steel rolls and plates. They are bought in tonnes, stocked in tonnes but consumed in dimensions and needs to be tracked in dimensions that too uniquely to have a track of raw material used for the specific FG. The challenge has been addressed by our product development team by developing the first phase of the manufacturing module named as UniKPro Lite. The solution has been approved by the customer and is in the process of deployment and expected to go live by November.

With Sage CRM we are focussing on online companies from the web marketing vertical and travel & tourism sector. We have implemented Sage CRM for an online marketing company who is in the business of generating online enquiries for car sales and service. They have tie ups with various car manufacturers. The solution we have provided is to gather the enquiry from their various websites into the Sage CRM which is pushed into a selected car dealer’s Dealer Management System (DMS) after verification by one of the agents. If the enquiry gets converted its picked up by the CRM using XMLs based on which the marketing company invoices the car manufacturers. Obviously it involves a lot more than just the simple explanation above and because of the Sage CRM open platform and our technical expertise the solution has been successfully delivered.

How are you present geographically?

We are located out of Bangalore but we are capable of delivering projects across the country.

What are the challenges you face by going with one vendor?

Frankly it’s a boon rather than a challenge being a quality driven partner, we are trusted more over others and challenge is to always live up to the expectations or better the previous achievement!

What is the turnover of your company and what kind of growth are you expecting this year?

We are a new company and expect to create a customer base of minimum 15 and maximum 20 customers. SME

SME CHANNELS 47 NOVEMBER 2010

Partner Corner- Debajit Roy WoodApple UnikSolutionz.indd 47

11/19/2010 10:47:28 PM

PRODUCT

REVIEW

DIGILINK DG-GS1008D

Y l BE

BU

BUY l

2010

l B EST

ST

ST B U

Y

BE

BU

BUY l

2010

l B EST

ST

ST B U

Y

BE

Y l BE

CANON LASER SHOT LBP-3300

Ideal for small work groups and SOHO environment, the DG-GS1008D is an Ethernet Desktop unmanaged switch designed to enhance network performance in a compact

BY MANAS RANJAN

form factor. The switch comes with 8 x

info@smechannels.com

10/100/1000 Mbps ports, offering solutions for accelerating bandwidth. The switch uses store and forward packet-switching technol-

THE CANON LBP-3300 comes as a small size but big performance value proposition. The white and gray combination is absolutely soothing to the eyes. Its spacesaving design easily fits into the workspace. It is a Monochrome Laser printer with print speed of 21ppm and offers 2400x600 dpi maximum resolutions. It connects with the PC or Notebook with a USB 2.0 interface. Very importantly the first printout comes almost in 9 seconds or less and the printer does not require any warm-up time.

The USP of the printer lies in its very design. Taking care of the users convenience, this printer comes with characteristics of large printers in a smaller footprint. By design the input – output and service departments are conveniently placed. On the front side, input, output along with catridge replacement option is available. You need not have to open the entire machine to replace the cartridge just open the lid and pull the cartridge for replacement. It comes with an input tray with a capacity of 250 sheets of A4 size papers and another single multipurpose feed slot. The paper tray slides to and from the printer very easil. The multipurpose single sheet feed slot holds the paper steady at the moment you attempt to insert one into it.

In such a form factor the printer also offer double side printing. Although it has only 8MB on board memory, yet it does not hamper the performance of the printer. The best part of this printer is that it has a provision of making it networked. The recommendation is that it is a very good document printer with a limited capital expenses.

FEATURES

ogy which offers reliable data transfer.

n Colour/Finish: White & Grey

It offers users a flexibility to integrate Ether-

n Dimensions LxWxD: 257.7 mm x 369.7

net, faster enternet and gigabit Ethernet in a

mm x 375.7 mm n Weight: Approximately 11.8 kg n Printing Quality: Up to 600 x 600 dpi n Print size: Plain paper, Heavy Paper,

single network.

The intelligent ports detect the network speed and auto negotiate between

Transparency, Label,

1000BASE-T, 100BASE-TX and 10BASE-T as

n Index card, Envelope

well as between full and half-duplex.

n Added Specifics: Automatic double-

Each port supports automatic MDI/MDI-X

sided printing n Power consumption: Active: Approx

436 W, Standby: Approx 4 W n Accessories: PF-35 (250-sheet cas-

detection & auto crossover for uplink ports, which eliminates the need for cross over cables or dedicated uplink port. It has full

sette) NB-C2 (Canon 10BASE-T/100BASE-

duplex flow control. Any of the ports can be

TX Ethernet Board)

used as uplink ports. If the ports are short,

PRICE `9,995/-

CONTACT Anushree Bose, Canon India, Phone: (124) 4160000 Email: anushree.bose@ canon.co.in

no port will hang up and individual ports can work. With its backplane capacity of 16 Gbps, data transfer is at an average of 2000 Mbps per port at full-duplex mode. Besides, the switch uses high quality glow LED lights for indicating link, act and power on and of.

OVERALL RATING n Cost: `2810(Street Price) , Contact: DIGISOL sales support, Phone: 1800-209-3444 (Toll Free) & 022-30616666, Email: sales@digisol. com or helpdesk@digisol.com

48 SME CHANNELS NOVEMBER 2010

Products pages.indd 48

11/19/2010 10:48:49 PM

NEW ARRIVALS

PRODUCT

AVERMEDIA

U Y l B EST

i-

ct

s

es

ol-

er-

na

AVERLIFE EXTREME VISION TECH-COM

AVERMEDIA AVERLIFE ExtremeVision media player is the new multi-functional, top-of-the-range media box. It comes with full HD media play capability, the Internet function and 2 USB ports & 1 e-SATA port. You can access online content easily with no need to transfer from the original format - just set up and play on your TV screen. The AVerLife ExtremeVision media player offers you an upgraded level of entertainment in your living room you’ve never seen before.

It supports Web surfing with wireless support, which is optional though. It also has Dual core CPU for the HD images processing. It also features advanced video/audio/ image support, Internet and web function. You can connect with a USB keyboard and mouse. It simultaneously offers playback pictures & music. It also supports Dolby & DTS. The package comes with free HDMI cable.

It also support a lot of play back formats including MPEG1-4, H.264, V1, Xvid, WMV in Video, WMA, WMA-Pro, MP1-MP3, AAC, OGG, WAV, PCM/LPCM, Norbis, Flac, MPA, M4A, MKA, DTS, Dolby Digital, DTS-HD, Dolby True-HD in Audio, JPEG, BMP, PNG, TIFF, GIF in Image and a whole lot of content formats. It also supports all internet formats including RSS Feed, BitTorrent, P2P, all browsers, Web TV, radio, iMeda, etc. n Price: `14,900Contact: Varun Jha, Aditya Infotech, Email: varun_ jha@adityagroup.com Phone: +91 11 46665666 / 8860074230

TECHCOM TV TUNER STICK TECHCOM SSD TV 817 USB TV Stick gives an impression of a pen drive by its looks, but is actually a powerful external TV Tuner that transforms your PC/Laptop into a TV by simple plug and play method. This portable device supports worldwide TV receiving via PAL, NTSC and SECAM platforms. It also comes with Video Capture function to record and save your favourite programmes and with FM Radio receiving to enjoy FM radio through your computer. The time-shifting recording function enables you to rewind and fast forward live TV shows – as convenient as it can get!

Scheduled TV recording function helps you to save your favourite TV programmes directly to your HDD. The SSD TV 817 USB TV Stick also supports stereo function and comes with a fully functional remote control for ease of operations.

The package comes with a remote control, 1-4 multi cable, Installation Guide and a Software CD for easy installation. n Price: `1,175 Contact: Kaustuv Sircar, Tech-Com India, Email: media@techcomindia.com Phone: 011-26428541

s

s,

be

,

an

ps,

ps

or

SMART GUARD

SMART GUARD SHB202 IP BOX CAMERA SMART GUARD SHB202 is a compact size Smart Hawk Box camera, which gives HDTV Quality video that enables cameras to provide fantastic quality and higher resolution images and videos. Ideal for Airports, City surveillance, Transportation, Retails, Malls, Banks, the camera offers a 2MP, 1/3” APTINA CMOS image sensor and advanced signal processing techniques.

The camera features dual compression, H.264/MJPEG, @ 30 FPS (frames per second) in full D1 resolution. The video resolution stands at UXGA: 1600x1200 @ 15 FPS, HD: 1280x720 and VGA: 640x480 @ 30 FPS, thus offering superior video quality in its class. Additionally, the camera boasts of a superior low-light performance.

The video streaming is such that there are simultaneous streams of H.264 and Motion JPEG with controllable frame rate and bit rate. The H.264 compression enables optimization for bandwidth and storage efficiency by significantly reducing the bit rate. The camera also features motion detection and manual trigger, Image rotation & mirror. n Price: on request, Contact: Sales Team, Smart Guard, Email: sales@smartguardsystems.com, Phone: +91-79-26403654

SME CHANNELS 49 NOVEMBER 2010

Products pages.indd 49

11/19/2010 10:48:50 PM

GUEST TALK

HOW GREEN IS YOUR IT A significant positive trend in the direction of Green IT is embracing the Cloud Model. The Cloud delivery model offers a distinct approach carbon dioxide emission reductions.

M.LAKSHMI NARAYAN (LUX) RAO Marketing Director - Global Channel Programs, Jamcracker Inc

BRIEF PROFILE Lakshmi Narayan (Lux) Rao is the Marketing Director for Jamcracker Inc. He is responsible for managing Global Channels. His role involves setting up Channels for Jamcracker and devising & driving Channel Marketing Strategies.

Lux has over 20 years of experience in multifarious roles spanning IT Hardware & Software Marketing, Sales, Channel Management, Product Management, Product Support, Pre-sales, Competency Development and Customer Service in Organizations such as IBM, Canon & Xerox.

Prior to the current role, Lux was managing the Country Channels for IBM India/South Asia for the Lotus Brand of Software Solutions. As a Channel leader, Lux’s role was to ensure Channel readiness and effectiveness to handle Lotus Value Portfolio.

EDUCATION Lux is an Electronics & Communication Engineer from Bangalore University besides holding an MBA specializing in Marketing & Finance from Manipal University.

THERE IS A HIGH degree of sensitivity amongst organizations today to ensure that they do not add to environmental abuse. In fact, it is no longer an exception to see customers specifying that their vendors qualify for essential environmental standards.

Increasingly, vendors are running the risk of getting disqualified in the sales process unless their products and services comply with international Green IT standards.

Is this talk about Green IT merely a fad?

The Servers that are running in Organizations consume power, air conditioning and generate heat that adds to carbon emissions.

If an inefficient server consumes 300 watts of power, that’s 2.62 megawatt hours/server/year (300*24*365).

Taking our calculations a little forward and translating electricity consumption into CO2 emissions. (Carbon dioxide “is the most prevalent greenhouse gas from the production of electricity.”) It is equivalent to 1.755 tons of CO2, which is equivalent to CO2 emission resulting from driving a sedan for over 9500 kms.

The same calculations for 4 Servers will make it about 10.48 MWH/Year and CO2 emissions equivalent to a CO2 emission whilst driving a whopping 38000 kms.

An energy efficient server might bring down the CO2 emission and green house gas effect by over 40%.

The Cloud is Green !!

The Cloud delivery model offers a distinct approach carbon dioxide emission reductions.

Economies of scale realized from centralized processing and a shared services model automatically reduce the number of decentralized servers thereby contributing to a smaller carbon footprint. Instead of hundreds of thousands of customers individually operating their own servers and the power hungry facilities to support those servers, the Cloud multi-tenant model centralizes data center operations to use less equipment and a small fraction of the supporting facility costs.

Not only is it contributing to the Green IT revolution but it helps save costs by way of servers and accompanied maintenance/upkeep expenditure.

Many businesses are now finding that switching to a Cloud solution not only solves this problem, but also offers many environmental benefits. In a time

when “going green” is high on many companies’ priority lists, Cloud provides a great way to improve business processes on both fronts.

When companies use Cloud applications, the vendor’s central data centre already provides the computing resources to run the application. Customers do not need to consume critical resources to generate the power for their own host machine. Further, the redundant backup power, HVAC systems, etc. are also handled by the vendor data centre and not the customer, which positively impacts the customer’s bottom line -- a very important benefit.

Shared Resources such as in the Cloud model go a long way in optimal usage of infrastructure and not only preserve the environment but save costs.

Green Data Center A green data center is one which maximizes energy efficiency and minimizes environmental impact. All of us need to make a difference in bringing in reforms and rethinking ways of optimizing equipment rather than purchasing newer equipment. If scaling up is inevitable, it is important to consider energy-efficient computing products.

Small measures go a long way in ensuring lower costs, increased power availability and cleaner air.

Minimizing Landfill Waste All computers ends up as toxic waste in a landfill, so consolidating servers saves more than energy.

Clearly, the less hardware is used and wasted, the better, and using a Cloud provider’s hardware rather than your own is a great way to help make this a reality.

For example, circuit boards contain mercury and lead, two elements which can cause brain damage. Plastic stabilizers within the casings include cadmium, a heavy metal carcinogen which can damage kidneys and bones.

The Final Word What is Green with reduced carbon foot-print, Scalable, Quick to implement, Pay-as-you-Go, No minimum order quantities, No vendor lock-in and very cost effective?

Cloud is the closest that comes to answering the above Wish list and thus explains the highest degree of hype, interest and focus that any technology has generated in decades.

50 SME CHANNELS NOVEMBER 2010

Guest talk.indd 50

11/19/2010 10:49:50 PM

Advts.indd 11

10/19/2010 9:04:03 PM

RNI No.: DEL ENG / 2010 / 3192

Data of Posting: 22 & 23 of Every Month

Postal Reg. No.: DL-SW-1/4145/10-12

52

Advts.indd 13

11/19/2010 7:58:07 PM